Senior Value Advisor

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. The Senior Value Advisor is a high-impact, strategic partner to the sales organization and our most prestigious customers. In this role, you will act as a "Value Architect," moving beyond simple ROI spreadsheets to build compelling, multi-year business transformation narratives. You are responsible for driving the value-selling motion across the territory, serving as a thought leader who bridges the gap between Snowflake’s technical capabilities and a CXO’s strategic objectives. You will not only lead complex value engagements but also scale our collective impact by mentoring the field, driving adoption of value selling and self-serve value tools, and championing the Snowflake value proposition at industry events. This is a role for a master storyteller who thrives at the intersection of business strategy, financial acumen, and persuasive communication. WHAT YOU GET TO DO IN THIS ROLE STRATEGIC VALUE LEADERSHIP & DEAL EXECUTION - Drive Account Strategy: Partner with Sales Leadership to architect account plans for high-value prospects, identifying "big bet" use cases that align Snowflake’s platform to the customer’s CEO-level priorities. - Lead Executive Discovery: Facilitate high-stakes value discovery workshops with CXOs and Business Unit leads to uncover pain points and map them to quantifiable business outcomes. - End-to-End Value Lifecycle: Own the delivery of comprehensive Value Assessments (Pre-sale) and Value Realization Studies (Post-sale) to ensure customers are not just buying software, but achieving measurable ROI. - Master the "3 Whys": Lead the field in answering Why Change? Why Snowflake? Why Now? to build urgency and defend against the "status quo" or competitors. SALES ENABLEMENT & SCALABILITY - Methodology Integration: Operationalize MEDDPICC within the value advisory and sales process to ensure deep qualification and alignment on Value Drivers. - Strengthen Value Motion: Act as a force multiplier by coaching Account Executives and SEs on value-selling methodologies, helping them move from "feature-function" selling to "outcome-based" selling. - Tooling & Innovation: Deploy and drive enablement of self-service value assets, ROI calculators, and FinOps frameworks that allow the broader field organization to lead with value independently. THOUGHT LEADERSHIP & VISUAL STORYTELLING - Public Advocacy: Represent Snowflake as a speaker at industry conferences, executive roundtables, and webinars, promoting our unique differentiation in the data cloud market. - Collateral Creation: Author whitepapers, case studies, and internal "playbooks" that distill complex economic concepts into simple, visually compelling narratives. REQUIRED QUALIFICATIONS EXPERIENCE & EXPERTISE - Proven Track Record: 5–8+ years of experience in Value Engineering, Customer Success, Management Consulting (Tier 1 firms preferred), or a strategic "Value-Added" Sales role. - Executive Presence: Masterful presentation skills with the ability to command a room of C-suite executives and pivot conversations from technical hurdles to business value. - Financial & Analytical Mastery: Deep expertise in financial modeling (NPV, ROI, TCO, and IRR). You should be able to defend complex business cases under scrutiny from a customer’s CFO. SKILLS & KNOWLEDGE - Business