Apply on Employer Site

One Identity · 4 days ago

Business Value Manager

US-Nationwide

Full-time

Hybrid

Senior Level

5+ years exp

One Identity, a part of Quest Software, is seeking a Business Value Manager to help enterprise customers realize and quantify the business impact of their data management software solutions. This role involves leading value discovery initiatives, developing ROI models, and collaborating with various teams to create compelling business cases that demonstrate the value of Quest’s solutions.

Fraud DetectionIdentity ManagementSoftware

Responsibilities

Lead value-focused discovery workshops and assessments for strategic customer opportunities, working closely with customers and account teams to uncover business challenges and quantify how our solutions address them. Identify customer pains, define key success metrics, and calculate the potential economic impact on the customer’s bottom line (e.g. cost savings, productivity gains)

Develop and maintain in-depth financial models and tools (including TCO and ROI calculators) to quantify the business value achievable through Quest’s data management products. Conduct quantitative analyses and ROI modeling for prospective projects, incorporating industry benchmarks to validate value assumptions. Continuously refine value models to reflect latest product capabilities and market data

Partner with sales and pre-sales teams to integrate value analysis into the sales cycle. Collaborate on account strategy and create compelling business justifications (business cases) that align our solutions to the customer’s strategic objectives and demonstrate clear ROI. Support high-impact deals by preparing and delivering customized value presentations and proposals for customer executives (CxO level), effectively communicating how our offerings drive tangible business outcomes

Work closely with product management and marketing to craft and refine value propositions for key product lines. Translate technical capabilities into clear business value narratives that resonate with both technical stakeholders and business decision-makers. Ensure that messaging and collateral (whitepapers, case studies, slides) consistently highlight the economic value and ROI of Quest’s data management solutions

Drive the creation and improvement of value-selling assets and tools. Help develop new collaterals such as case study libraries, ROI/TCO calculators, and value benchmarking templates to scale our value selling practice. Champion the use of our value management platform and methodologies across the global sales team to enable a self-service approach to building business cases. Ensure value models and data (value drivers, assumptions) are kept up-to-date and accessible for the field

Train and educate internal stakeholders – including sales reps, solutions consultants, and customer success teams – on value-based selling techniques and the use of value tools. Coach teams on how to conduct value conversations and effectively communicate ROI to customers. Develop and deliver training sessions, playbooks, and workshops that instill a customer-value mindset across the organization

Serve as the voice of customer value internally, working with cross-functional teams to ensure our offerings deliver measurable outcomes. Provide feedback to product management on features or metrics that drive customer value. Partner with marketing on thought leadership content (e.g. webinars, blogs) that highlights ROI and success stories. Work with customer success post-sale to measure value realized and gather data for future value propositions

Act as the value lead for your region while aligning with global initiatives. Support regional sales teams on customer engagements, tailoring value propositions to local market needs, and sharing best practices internationally to ensure a unified value selling approach. Contribute to global value management strategy by collaborating with peers in other regions on standardizing value metrics, tools, and success measures

Qualification

Business Value ConsultingROI/TCO ModelingData ManagementAnalytical SkillsFinancial ModelingCross-Functional CollaborationConsultative MindsetExecutive PresenceCommunication SkillsSelf-Motivation

Required

5+ years of experience in business value consulting, value engineering, or customer value management roles, preferably within a B2B SaaS organization focused on data management or enterprise software

Proven track record of leading value assessments or ROI-focused projects and advising senior stakeholders on strategic technology investments

Exceptional analytical abilities with expertise in building financial models and business cases

Deep understanding of ROI and TCO concepts and experience applying them to justify technology investments

Ability to calculate and interpret metrics like IRR, NPV, and payback period to quantify project value

Solid understanding of enterprise data management domains and trends – such as data governance, data integration, database management, data analytics, or cloud data platforms – and how these drive business value

Outstanding communication skills, both written and verbal

Comfortable storytelling with data and simplifying complex concepts into crisp, business-focused messages

Executive presence with the ability to confidently present to C-level audiences and adapt communication style to different stakeholders (from technical teams to finance executives)

Strategic, consultative approach to problem-solving

Able to ask the right questions to uncover customer needs and link those to solution benefits

Experience in a client-facing role, such as management consulting or sales engineering, is highly valued

Demonstrated ability to work effectively across departments and influence without direct authority

Collaborative team player who can build relationships with sales, pre-sales, product, marketing, and customer success teams to drive alignment on value delivery

High level of self-motivation and accountability, especially in a remote work setting

Results-driven and customer-focused, with a willingness to go the extra mile to ensure customers achieve their desired outcomes

Strong organizational skills to juggle concurrent engagements and prioritize effectively

Bachelor's degree in Business, Finance, Computer Science, or a related field is required

Preferred

MBA or other advanced degree is a plus (demonstrating advanced business and financial acumen)

Relevant professional training or certifications in value selling, financial analysis, or data analytics would be beneficial

Familiarity with CRM systems and value assessment tools is advantageous (e.g., comfort using Salesforce or dedicated value management platforms, though not required)

Benefits

Competitive pay, annual bonuses, and top-performer recognition.

Comprehensive health, family, and retirement benefits.

Flexible work options, generous PTO, and wellness programs.

Professional growth through learning platforms, mentorship, and leadership programs.

Inclusive teams that reflect the world we serve, supported by Employee Resource Groups and our Equality & Inclusion Council.

Company

One Identity

With flexible deployment options – from self-managed to fully managed – our solutions integrate seamlessly into your environment to strengthen your identity perimeter, protect against breaches and ensure governance and compliance.

Founded in 2003

Utah, Tennessee, USA

501-1000 employees