We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them.
It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together.
One Confluent. One Team. One Data Streaming Platform.
About the Role:As the Value Consultant, you will partner with Confluent’s Field Sales organization including; Regional Sales Directors (RSDs), Account Executives (AEs) the Customer Success Group (CSG) and Confluent Partners. Together, you will engage with prospects and customers to drive discovery within strategic accounts, early in the sales cycle, to help identify new land and expansion opportunities for Confluent to add value. You will Identify and clearly communicate the business value Confluent can deliver. You will compose winning deal structures and proposals and manage customer negotiations. Your support will help drive deal velocity, while maximizing Confluent bookings and revenue and value to the end customer.
The Value Consulting team members will gain a solid understanding of Confluent’s portfolio and value propositions and also work closely with teams across Confluent, in order to ensure deal structures and proposals match customer needs. These teams include; Sales Operations - Deal Strategy and Deal Desk, Product, Finance and Legal. This position reports to our Director of Value Consulting, International.
Additional responsibilities of the Value Consulting team include providing field feedback to the business on; customer requirements, buying patterns and competitive intel, so the business can continually evolve pricing, deal structure strategy and the overall Confluent value proposition. The team also facilitates enablement (education and training), to drive best practice in the Field.
What You Will Do:Focus on customer engagements, early in the sales cycle of our most strategic customers (driving both new lands and expansions), with the goal of identifying and communicating the business value of our solutions.
Support account planning
Complete deep-dive discoveries with prospects and customers
Create & deliver business value deliverables
Craft winning value propositions.
Act as a subject matter expert for deal structuring, including complex pricing strategy, and value propositions, leveraging Confluent value selling methodologies.
Support sales teams on the structuring of strategic, complex, and competitive deals, applying deal best practices
Engage customer Executives and Partners to communicate Confluent’s vision and value proposition, around Data in Motion. This can include presenting at events and running roundtable discussions.
Maintain an evolving subject matter expertise in Confluents portfolio and on-prem, cloud and hybrid deal constructs.
Bachelor’s degree.
7+ years experience in Business Value Consulting, Value Engineering, Strategic Consulting, Deal Strategy, Sales, Finance or customer negotiation type roles.
Financial analysis and modeling of ROI and TCO concepts to justify business cases.
Expertise in driving organizations toward greater effectiveness and efficiency.
Thorough understanding of all industry-standard and non-standard software selling models including SaaS, perpetual, on-demand, consumption, etc.
An interest in Data; Enterprise Architecture, Infrastructure - and an aptitude to learn about Data in Motion and Confluent’s portfolio.
Awareness of the Data industry and SaaS / Cloud industry in general.
Proven track record of improving deal velocity alongside Risk Management.
Passion for using data to drive decision making.
Superior contract negotiation skills. Strong abstract thinker able to apply complex concepts across a variety of situations.
Proven project management experience; successfully leading and completing projects.
Experience working with remote Sales and business partner teams.
Strong oral and written communication skills with the ability to synthesize and effectively communicate information across teams, roles, and levels.
Experience working with companies that have public cloud, hybrid cloud and on-premises deployment options.
Experience working within the ANZ market
Belonging isn’t a perk here. It’s the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what’s possible.
We’re proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.
