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Business Value Advisorとは

Business Value Advisor（ビジネスバリューアドバイザー）は、顧客の経営課題・業務課題に対するSplunkソリューションのビジネス価値を定量的・戦略的に示すエキスパートです。

Splunkのソリューションが顧客のビジネスにどれほどの成果をもたらすかを明確に伝え、実際のビジネス成果に結びつけることを担う、ビジネス視点に重点を置いた営業支援コンサルタントのポジションです。

単なる製品説明にとどまらず、顧客の経営層レベルに対し「なぜSplunkなのか」をメッセージとして伝え、ROIや業務改善インパクトなど定量・定性の両面から導入価値を可視化し、提案を強化することが求められます。

ポジション概要

顧客の経営課題や業務課題を深く理解し、SplunkがもたらすROIや価値（業務改善、コスト削減、リスク回避など）をビジネス観点から提案します。主に以下のような業務を担当します。

営業チームとともに、商談初期からクロージングまで戦略的に支援
経営層の課題の特定と製品価値のプレゼンテーションを通じ、導入の意思決定を後押し
導入後の顧客に対して、実現価値を可視化し、クロスセル、アップセル提案を支援
営業現場の声を活かし、価値提案のアプローチ、手法、資料を継続的に改善
価値に係るThought leadership活動（ウェビナー、ブログ、資料作成など）にも関与

このポジションで得られること

経営課題に向き合う高いビジネス視点

営業、技術、プロダクトチームなど多様なチームとのコラボレーション

Splunkというグローバルで急成長中の企業で、日本市場に対するインパクトを直接実感

単なる営業支援ではなく、「顧客を意思決定に向けて動かす」経験ができる

将来的には、コンサルティングや経営戦略職へのキャリアパスもあり

求める人物像

経営層や事業部門長と対話できる口頭、書面によるコミュニケーション力
ビジネスとITの両面から課題を構造的に整理し、製品価値を伝えられる方
ROI、投資対効果、TCO などのビジネスケースを設計した経験（コンサルティングファーム、IT企業歓迎）
自ら手を動かして仮説を立て、改善しながら働くことができるセルフスターター
英日バイリンガル（グローバルチームと連携あり）

We are seeking an outstanding candidate to evangelize the business value of Splunk inside and outside the company. Be consultative on the value selling process with field sales teams and sales leaders supporting opportunities with new and existing Splunk customers. This is a great opportunity for a sharp, eager Value Consultant interested in jumping on board with one of the fastest growing companies in the world in Security and Observability. This role has high executive visibility and an opportunity for growth within the organization. Buckle up and come along for the ride—we won't forget to have fun along the way.

Responsibilities: I want to and can do that!

Lead and engage customers on showcasing Splunk’s business value through articulating Splunk differentiators to solve customers’ business challenges.
Partner as a consultant on the value selling process with field sales teams and sales leaders supporting opportunities with new and existing Splunk customers.
Develop new methods and/or leverage existing value selling methods based on field and customers’ feedback.
Lead in engaging clients by conducting interviews using methodologies that build business value to determine the business case that can be realized by the customers.
Research & understand client business goals and initiatives and align Splunk solutions' value to them.
Develop strategic business and financial analysis (e.g. Return on Investment, IRR, Payback period, ect.) in support of opportunities.
Support Splunk’s on-boarding process and ongoing field enablement efforts with value consulting training, knowledge management, etc.
Contribute to demand generation and thought leadership through executive presentations, blogs, webinars, speaking opportunities, whitepapers, etc.
Regularly provide account insights to key collaborators in product management, marketing, engineering, and Splunk’s senior leadership.

Requirements: I’ve already done that or have that!

Ability to understand customer needs, business challenges and position appropriate solutions. Effectively build positive relationships with key customers at C-suite level
Proven experience in research, presenting and translating customers’ challenges into workable solutions
Strong collaboration and relationship-building skills to work effectively with cross-functional teams.
Good understanding of how IT supports the business
Strong business case crafting and analysis skills
Ability to demonstrate strong consultative selling skills approach
Strong experience with written and verbal communication as well as presentation skills at executive level.
Ability to demonstrate strong industry knowledge in multiple areas
Strong influencing without authority skills
Proven self-starter
Executes conscious control of time spent on specific activities to increase efficiency and productivity
Demonstrates ownership of job responsibilities through transparency about sales performance and potential challenges
Master’s degree (preferably) or Bachelor’s degree or equivalent experience in Economics, Computer Science, a related or work experience.
Prior experience in a consulting firm is a bonus
Bilingual English and Japanese

Splunk is an Equal Opportunity Employer: At Splunk, we believe creating a culture of belonging isn’t just the right thing to do; it’s also the smart thing. We prioritize diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive. Qualified applicants receive consideration for employment without regard to race, religion, color, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, marital status, age, physical or mental disability or medical condition, genetic information, veteran status, or any other consideration made unlawful by federal, state, or local laws. We consider qualified applicants with criminal histories, consistent with legal requirements.

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