Director, Business Value Consulting, Enterprise Sales

Xometry (NASDAQ: XMTR) powers the industries of today and tomorrow by connecting the people with big ideas to the manufacturers who can bring them to life. Xometry’s digital marketplace gives manufacturers the critical resources they need to grow their business while also making it easy for buyers at Fortune 1000 companies to tap into global manufacturing capacity.

As a Director, Business Value Consulting, you will help drive recent customer acquisition and add-on business through the delivery of collaborative consulting engagements and deal structuring support.  This will report directly to the SVP, Enterprise Sales.  

Responsibilities will include:

• Engage with Enterprise Prospects as a subject matter expert on financial value and business impact to grow Xometry’s deal size, reduce sales cycle times and increase win rates
• Deliver world-class C-level executive proposals and presentation materials with improved strategic messaging and content targeting C-level economic buyers
• Continuously refine Xometry’s financial value-based selling methodology including tools, deliverables, and offerings
• Champion value selling, executing collaborative value assessments with key strategic accounts
• Participate on the account team as a strategic partner, informing and influencing account strategy and success plans
• Support the latter stages of sales cycles with deal engineering, proposal build, and negotiation
• Coordinate and lead business strategy discussions with the most strategic accounts
• Collaborate with members of other customer-facing functions in developing and executing on strategic growth plays
• Quickly learn the customer’s industry and business model
• Provide thought leadership, training, and consultative partnering with internal sales and other cross-functional customer-facing teams throughout the sales cycle
• Educate and coach the Enterprise sales organization on how to implement this methodology successfully into target accounts
• Execute business value assessment workshops in key accounts
• Work collaboratively with customers and internal teams including Sales, Pre-Sales, Services
• Develop multi-level sales strategies and methodologies for targeted account penetration activities; help design field sales campaigns against targeted verticals or competitive take-out targets; develop content, materials and sales enablement programs for key target verticals; develop and improve competitive positioning and messaging to enable the sales team

Who you are:

• Strong customer facing skills, executive presence with the ability to build credibility and trust with C-level senior executives and VP/Director/Manager/Analysts levels within customer accounts
• Possess 8+ years of work experience, including 2-3 years of IT strategy consulting, value advisory or management consulting experience
• 3-5+ years of experience in a Value engineering, Consulting, or Pre-sales role
• Possess a mix of business and technical acumen with the ability to engage and add value in discussions involving digital transformation, industry trends, and IT best practices
• Ability to understand customer pain points, how to build high-level recommendations to solve those pain points, and how to measure the impact
• Proven track record of both engaging and challenging senior executives with a strong point of view
• Project management and multi-tasking skills that involves strong collaboration with both customers as well as internal resources
• Ability to scale and translate best practices into trainable and coachable programs and materials for Sales, Pre-Sales, Alliances, Marketing, Customer Success teams within Coupa

#LI-Hybrid

If this job isn’t for you but you have a friend who may be a perfect fit - share this job with them!

Here at Xometry we believe in diversity, equity, inclusion and belonging. We are committed to welcoming, respecting, and valuing people for who they are as individuals, learning from their differences, embracing their uniqueness, and providing a positive workplace for all.

Xometry is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.

Xometry participates in E-Verify and after a job offer is accepted, will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.