Director, Business Value

About the role:

Forter is looking for a Director of Business Value to lead a cross-functional program driving end-to-end value creation for prospects and customers. This function is part of Forter’s growing Pre-Sales team working closely with GTM, Product, Marketing, and Operations.

This is a high visibility role expanding business value impact across the organization. You will be directly responsible for quantification of Forter’s economic impact through high-touch engagements with prospects and customers, self-service programs, & evangelism. Forter is maturing into a platform company and a strong business value point of view will further elevate the criticality of AI-powered systems for digital leaders.

What you'll be doing:

• ACV growth: Work with account teams to quantify the disruptive impact of Forter’s platform offerings and engage with key client executives
• Thought leadership: Build credibility connecting industry, business, macro trends and Forter’s relevance with compelling presentations
• Drive value realization: Partner with the customer success team to measure and build joint agreement with our customers on the value delivered
• Support deal structure: Apply learnings & feedback from customers on business value to assist in building of proposals and streamline operations
• Drive process improvement and develop best practices: Create templates, identify core KPIs for future Forter solutions, and manage processes for repeatable and scalable success
• Evangelism: Foster a business value culture across all departments at Forter and work with enablement, PMM and Product to further coach our field teams
• Manage and lead high performing, global team spanning new business to post-sales engagements
• Build cross-functional alignment across other leaders in the business

What you'll need:

• 10+ years of experience business value / value engineering experience
• Experience building and managing customer-facing teams
• Strong command of financial statements (income statement, cash flow) 
• Strong foundation in building business case frameworks (revenue gain, cost savings, profitability impact, ROI, NPV, TCO, more)
• Experience presenting and coaching teams on consultative selling
• Strong business writing skills
• Technical depth to easily communicate strategic and economic benefits of Forter
• “Big data” analysis experience
• Travel to client meetings as needed
• Prior work experience in identity security / fraud a plus

About us:

Digital commerce is built on trust. At every point along the eCommerce journey, businesses must make a critical decision: Can I trust this customer? Answering this simple question accurately and instantly is powerful—it can accelerate revenue growth and strengthen a company’s connection with its customers. How do we do it? Forter was founded on the insight that it's not about what is being purchased, nor where— but who is behind the interaction.

The Forter Decision Engine finds patterns across more than one billion identities in our dataset. We isolate fraudsters and protect customers—ensuring everyone gets the experience they deserve.  Given that trust is central to how we operate, Forter is very much driven by a defined set of values. We attract remarkable talent and have retention and engagement levels that are well above benchmarks. We’re meticulous about strengthening our culture as we grow and ensuring this is an environment where people can have outsized impact. 

Trust is backed by data –  Forter is a recipient of over 10 workplace and innovation awards, including: 

• Great Place to Work Certification (2021, 2022, 2023)
• Fortune’s Best Workplaces in NYC (2022)
• #3 on Fast Company’s list of “Most Innovative Finance Companies” (2022)
• Forbes Cloud 100 (2021, 2022)
• SAP Pinnacle Awards “

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  Forter

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