Value Engineer Principal - Europe

Job Description:

The Value Engineer Principal will be a pivotal member of the European Sales Engineering Team, focusing on strategic initiatives in Value Engineering that

enhance Vertex's sales process. This role involves transitioning from product-based selling to a solution-based approach, with an emphasis on driving measurable value for customers. The Value Engineer Principal will lead the

development and optimization of tools such as the Vertex Value Assessment Tool and the Success Studio Framework, promoting their application across sales engagements to illustrate the tangible and intangible benefits of Vertex solutions. They will work collaboratively with Sales Engineers and key leaders

to understand client challenges, facilitate discovery workshops, and tailor

solutions that align with customers' evolving needs and value expectations. This role requires a strategic mindset, with the ability to engage both prospects and existing customers in order to position Vertex as a long-term partner in value creation.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Serve as an integral member of the European Sales & Value Engineering Team, contributing to the development and execution of value-focused strategies within the sales process.

• Lead and manage strategic initiatives around Value Engineering, supporting the transformation from product-focused to solution-focused selling across the organization.

• Own and enhance the Vertex Value Assessment Tool, ensuring its effective integration into sales engagements, while promoting its usage as a vital tool for demonstrating customer value, including both tangible and intangible benefits.

• Oversee the Vertex Success Studio Framework, a workshop concept that analyzes customers' current and target states, with the objective of developing tailored solutions that highlight Vertex's value. Facilitate these workshops both for prospects and existing customers, conducting on-site sessions as required.

• Collaborate closely with the Director of Sales & Value Engineering to align strategic objectives and support continuous improvement in the value engineering function, with a primary focus on driving the development and impact of value engineering initiatives across the sales process.

• Partner with Sales Engineers to support their sales opportunities, providing expertise and resources that enhance client engagements and improve win rates.

• Actively contribute to the refinement of Vertex’s sales tools and processes, with a focus on Value Engineering principles and techniques.

• Travel requirement of at least 40% of the time to support on-site client engagements, workshops, and cross-functional meetings.

• Participate in other projects or duties as needed to support the objectives of the Sales Engineering team and Vertex’s broader mission.

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS AND ABILITIES:

• Proven experience in value engineering, pre-sales, or sales engineering, with a strong track record in solution-oriented selling within the SaaS or technology solutions space.

• In-depth knowledge of financial modelling and ROI calculation, with the ability to customize and apply these models to meet specific customer needs and highlight value.

• Demonstrated experience in facilitating workshops and discovery sessions, with excellent interpersonal skills for engaging diverse client teams and stakeholders.

• Strong background in collaborating with sales and product teams to drive customer-focused outcomes that deliver measurable value.

• Strategic thinker with a consultative approach to understanding and solving customer pain points through tailored solutions.

• Outstanding verbal and written communication skills, with the ability to present complex information clearly to technical and non-technical audiences.

• Ability to manage multiple projects and initiatives simultaneously, demonstrating independence and effective prioritization.

• Familiarity with indirect tax, e-invoicing, or VAT compliance is preferred but not mandatory.

EDUCATION AND TRAINING:

• Significant experience in a value engineering, pre-sales, or sales engineering role, ideally within SaaS or technology solutions companies.

• Proven expertise in solution selling and a demonstrated history of applying value engineering principles to drive sales success.

• Demonstrated experience in developing client solutions, from discovery through presentation, with a focus on highlighting value.

• Experience in a team-selling environment, working closely with Sales Engineers and Account Executives to advance sales opportunities.

Other Qualifications
The Winning Way behaviours that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.