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About the Role
The Senior Value Advisor acts as a strategic partner to the sales organization and customers, building multi-year business transformation narratives and driving the value-selling motion. This role serves as a thought leader, bridging technical capabilities with CXO strategic objectives, and involves mentoring the field, driving adoption of value selling tools, and championing the Snowflake value proposition.
Responsibilities
- Partner with Sales Leadership to architect account plans for high-value prospects, identifying "big bet" use cases that align Snowflake’s platform to the customer’s CEO-level priorities.
- Facilitate high-stakes value discovery workshops with CXOs and Business Unit leads to uncover pain points and map them to quantifiable business outcomes.
- Own the delivery of comprehensive Value Assessments (Pre-sale) and Value Realization Studies (Post-sale) to ensure customers are achieving measurable ROI.
- Lead the field in answering Why Change? Why Snowflake? Why Now? to build urgency and defend against the "status quo" or competitors.
- Operationalize MEDDPICC within the value advisory and sales process to ensure deep qualification and alignment on Value Drivers.
- Coach Account Executives and SEs on value-selling methodologies, helping them move from "feature-function" selling to "outcome-based" selling.
- Deploy and drive enablement of self-service value assets, ROI calculators, and FinOps frameworks.
- Represent Snowflake as a speaker at industry conferences, executive roundtables, and webinars.
- Author whitepapers, case studies, and internal "playbooks" that distill complex economic concepts into simple, visually compelling narratives.
Requirements
- 5–8+ years of experience in Value Engineering, Customer Success, Management Consulting (Tier 1 firms preferred), or a strategic "Value-Added" Sales role.
- Masterful presentation skills with the ability to command a room of C-suite executives and pivot conversations from technical hurdles to business value.
- Deep expertise in financial modeling (NPV, ROI, TCO, and IRR).
- Ability to defend complex business cases under scrutiny from a customer’s CFO.
- Strong understanding of enterprise cloud economics and the business impact of modern data architectures (e.g., Data Sharing, AI/ML monetization, and Data Governance).
- Knowledge and understanding of Cloud FinOps and consumption-based economic models.
- Exceptional ability to translate data into "boardroom-ready" visual presentations that tell a clear, persuasive story.
- Ability to travel 25%–35% to engage with customers on-site and lead industry-level engagements (UKI & Nordics).
- A go-getter, naturally curious and collaborative demeanor.
Skills
- Value Engineering
- Customer Success
- Management Consulting
- Value-Added Sales
- Presentation Skills
- Financial Modeling
- Business Case Defense
- Enterprise Cloud Economics
- Data Architecture
- Data Sharing
- AI/ML Monetization
- Data Governance
- Cloud FinOps
- Consumption-based Economic Models
- Visual Storytelling
- Storytelling
- Business Strategy
- Financial Acumen
- Persuasive Communication
Location
- UKI
- Nordics
Work Type
- Full-time
Experience Level
- Senior
Education Level
- Undergraduate degree in Economics, Finance, Engineering, or Business
About the Company
- Snowflake is powering the era of the agentic enterprise.
- Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth.
- We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.