EMEA 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 Transformation: Strong understanding of enterprise cloud economics and the business impact of modern data architectures (e.g., Data Sharing, AI/ML monetization, and Data Governance).
FinOps Understanding: Knowledge and understanding of Cloud FinOps and consumption-based economic models.
Visual Storytelling: Exceptional ability to translate data into "boardroom-ready" visual presentations that tell a clear, persuasive story.
Education, Travel & Mindset Education: Undergraduate degree in Economics, Finance, Engineering, or Business .
Travel: Ability to travel 25%–35% to engage with customers on-site and lead industry-level engagements (UKI & Nordics)
Mindset: A go-getter, naturally curious and collaborative demeanour
Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com