Cribl does differently.
What does that mean? It means we are a serious company that doesn’t take itself too seriously; and we’re looking for people who love to get stuff done, and laugh a bit along the way. We’re growing rapidly - looking for collaborative, curious, and motivated team members who are passionate about putting customers first. As a remote-first company we believe in empowering our employees to do their best work, wherever they are.
As the data engine for IT and Security many of the biggest names in the most demanding industries trust Cribl to solve their most pressing data needs. Ready to do the best work of your career? Join the herd and unlock your opportunity.
Senior Value Engineer - US Public Sector Lead
**This is a remote role based in the DC area
Value Engineering is a consultative team that supports the Cribl sales and GTM organization and engages customers to explore the business value of Cribl. We deliver high-touch customer engagements while building content, frameworks, tools, processes and best practices to help sellers independently develop the business case for Cribl. In this highly cross-functional role, you'll collaborate with teams from sales, solutions engineering, product marketing, and customer success. Together, we'll drive value selling across the GTM organization, directly contributing to:
- Boosting win rates,
- Speeding up sales cycles,
- Reviving dormant opportunities,
- Increasing deal sizes, and
- Enhancing deal margins.
Your Impact
- Engage, Consult and Influence: Partner with sales teams and customers, employing a value-based selling approach to create compelling narratives and business cases. You'll help the customer answer the 3 key questions: "Why change?", "Why Cribl?", and "Why now?"
- Lead Discovery Sessions: Conduct technical value discovery sessions with senior executives and technical staff, asking questions and providing insights that help shape their business case for Cribl.
- Craft Business Cases: Develop comprehensive business cases for new business, expansions, and cross-sell opportunities, as well as value realization analyses to propel renewals.
- Innovate and Build: Create value discovery questions, financial models, and frameworks for new use cases and products. Develop and maintain a value metrics database for internal and customer use.
- Empower Sales Teams: Enable our sales teams to become proficient with self-serve value content and tools, ensuring they can independently explore and communicate value to customers.
- Travel Opportunities: Enjoy a dynamic role that includes occasional travel (10% to 20%) throughout the year. There is the usual customer travel, but what you should really look forward to is Cribl Kickoff, which occurs over a week each year. It’s an incredible time to engage, learn, and most importantly, have fun with other Criblians.
Your Qualifications & Experience
- Driven and Collaborative: You have a strong work ethic, a "get things done" attitude, and thrive in a team environment. Looking for someone who has grit.
- Detail-Oriented and Analytical: Your structured thinking and keen eye for value enable you to create detailed and accurate business cases. You excel in financial analysis and modeling, particularly around TCO and ROI concepts.
- Proactive and Adaptable: You're a self-starter who thrives in unstructured, fast-paced environments and enjoys taking ownership of projects.
- Trusted Advisor: You build and maintain strong relationships with customers and sales teams, providing valuable insights and guidance.
- Polished Communicator: You can present complex analyses clearly and persuasively, both verbally and in writing.
- Selling Expertise: Familiarity with Challenger Selling, MEDDIC and 3 Why methodologies.
- Technical Expertise: You have expert-level skills in Google Sheets and Slides. Being familiar with tools like Decision Link, Ecosystems, Mediafly, and Spotlight is a plus.
- Educational Background: A Bachelor's degree is required, with a preference for business management, finance, accounting, economics, information systems, or computer science. A MBA from a top-tier institution is highly preferred.
- Experienced Professional: 10+ years in enterprise software strategy/business operations, technology/management consulting, investment banking, or value engineering.
- Technical Knowledge: Familiarity with networking, cloud infrastructure, IT operations, observability, and/or security is a plus.
- Experience working in or supporting the Public Sector
- You live in the DC Area
Salary Range ($100K - $200k)
The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience. In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), equity, and eligibility for a discretionary company-wide bonus.
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Bring Your Whole Self
Diversity drives innovation, enables better decisions to support our customers, and inspires change for the better. We’re building a culture where differences are valued and welcomed, and we work together to bring out the best in each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
Interested in joining the Cribl herd? Learn more about the smartest, funniest, most passionate goats you’ll ever meet at cribl.io/about-us.
What We Do
Cribl, the Data Engine for IT and Security, empowers organizations to transform their data strategy. Customers use Cribl’s vendor-agnostic solutions to analyze, collect, process, and route all IT and security data from any source or in any destination, delivering the choice, control, and flexibility required to adapt to their ever-changing needs. Cribl’s product suite, which is used by Fortune 1000 companies globally, is purpose-built for IT and Security, including Cribl Stream, the industry’s leading observability pipeline, Cribl Edge, an intelligent vendor-neutral agent, and Cribl Search, the industry’s first search-in-place solution. Founded in 2018, Cribl is a remote-first workforce with an office in San Francisco, CA.
Why Work With Us
We are building the company that will become the industry leader in IT and Security data. But, doing that doesn’t mean we’re always serious. We approach our work fearlessly, learn quickly, improve constantly, and celebrate our wins at every turn. And more importantly, we laugh a lot.
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