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B2B SaaS Enterprise Product Adoption Platform

Value Engineering Manager / Director

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The Company : Whatfix

Are you interested in joining a company which is leading the digital adoption solutions category and enabling greater user adoption and productivity on all web applications? If so, let’s connect. Digital Adoption Solutions is recognized officially as a new category of software for enterprises by Gartner. Whatfix pioneered and leads this new category. Enterprises have deployed hundreds of applications that offer thousands of features. However, while these applications solve point problems, they are “hard to use”, overwhelm users and hence remain vastly under-utilized. On average, enterprise apps are used by only 15% of total users in the first year of deployment, leading to a glaring Adoption Gap (viz. 85%). This Adoption Gap limits the ROI from enterprise digital transformation programs and provides poor employee and customer experience. Whatfix provides a different Onboarding, Learning and Support Experience – one where Process Guidance is :

Contextual: specific to the user’s role, location, task and behavior within the application;
Interactive: hands-on learning by doing inside the application;
Real-time: at the exact time users are performing tasks or seeking guidance;
Progressive: providing users of varying skills and needs with guidance on information, instruction and validation
Autonomous: auto executes tasks on behalf of the user (e.g. automatically completes navigation steps and only prompting the user for data entry step; chatbot asks user required information to create a new Contact in Salesforce when the user is offline and creates a new record on-behalf of the user)

The Role : Value Engineering Manager / Director

The Value Engineering Manager/ Director reports to the VP-Product Marketing. Key responsibilities include

Develop, maintain and be the guardian of the Digital Adoption Value Framework that highlights how clients will benefit, tangibly and intangibly from adopting Digital Adoption Solutions across their enterprise apps
Apply the Digital Adoption Value Framework to existing customers and measure value for Enterprise customers via periodic value assessment clinics/ checks
Be the Whatfix trusted advisor for articulating business value models to prospects through use of the Whatfix Digital Adoption platform
Drive revenue and sales cycle engagements for large enterprises by getting buy in and sign off on time-phased value models
Incorporate cost saving, risk mitigation, and revenue generation factors in business cases
Partner with enterprise account executives and presales consultants to ingrain value engineering in the sales process and collaborate on account plans
Package milestone-based success plans for prospects that turn into customer success metrics throughout the customer lifecycle
Articulate the valuation models of economic value applicable to prospects through potential use of the Whatfix Digital Adoption platform in the form of use cases;
Set with prospects the action plans in phased completion time of valuation models, and ensure its implementation with customers;
Actively contribute to revenue generation and sales cycle associated in connection with the sales teams with large companies, motivating purchasing decisions of prospects and commitment on the realization of valuation models the value in the time;
Collaborate with sales teams, account managers, and consultants’ presales to ingrain the Value Engineering approach in the sales cycle and contribute to plans of accounts related to business development
Preferred if you have US or UK/EMEA Visa. Job will require extensive travel to Customer and prospect sites
Workhours: 1pm-10pm IST


Minimum 5 years’ experience in consultative selling working with enterprise technology solution in the B2B space
Demonstrate ability to be business and value oriented in presentations and business plans
Inventive, solution-oriented and highly personable in your delivery style
Experience with one or more of the following enterprise solutions is preferred: CRM (e..g Salesforce Sales Cloud, Community Cloud, Service Cloud), Salesforce Automation, HCM, HR, (e.g. Workday, SAP SuccessFactors, ADP), EP (e.g. SAP,, Oracle, Netsuite), Finance/ procurement (e.g. Ariba)
Prefer backgrounds in Value Assessment, Consulting, Product Marketing, Cloud ISV Customer Success Manager, Professional Services Manager, Sales/Solutions Architect
Enjoys the turbulence that comes with a lean and agile team staying competitive in a well-developed area of enterprise sales