Value Engineer

• Value Discovery: Understand the Customer’s Needs
• Lead early discovery to uncover goals, challenges, KPIs, and key stakeholders
• Sparring partner with Enterprise Sales on overall deal quality and expansion opportunity, focused on winning as a team
• Solution Design: Creating the Right Solution
• Translate customer needs into clear technical and business solutions
• Build demos/POCs that prove value
• Ownership of AI risk management across data readiness, feasibility, evaluation rigor, adoption and value realisation
• Outline a plan that sets the customer up to win
• Value Delivery: Help guide to delivery team to customer value creation
• Drive the plan to “first value.”
• Identify and execute on iterations without losing sight of key value metrics
• Coordinate customer and internal teams so projects stay on track
• Document architectures, runbooks, and train users so they can be self-sufficient
• Value Realisation: Measure Impact & Ensure Success
• Track usage, performance, and business outcomes
• Run check-ins/QBRs and help customers adopt the solution fully
• Resolve escalations and ensure issues don’t repeat
• Value Expansion: Grow the Account
• Spot expansion opportunities based on usage, pain points, and roadmap fit
• Partner with Sales to build value cases and support forecasting
• Represent the Customer Internally
• Bring structured feedback to Product and Engineering to support roadmap efforts in a way that balances signal and noise
• Maintain accurate CRM and customer plans

• 8+ years in Sales Engineering, Consulting/Implementation, or Customer Success for enterprise software
• Practical Python skills for scripting and troubleshooting
• Experience with AI/ML workflows (fine-tuning, data prep, model evaluation)
• Strong understanding of modern architectures (APIs, integrations, IAM/security
• bonus for Kubernetes/Terraform/SSO/VPC)
• Ability to get hands-on with data, SQL, and light integrations
• Strong project leadership and communication, including executive-level storytelling
• Commercial awareness and a focus on measurable outcomes
• Demonstrates strong systems thinking paired with tactical execution, with sound judgment to choose the right approach at the right time

bonus for Kubernetes/Terraform/SSO/VPC