Who are we?

Whatfix is a leading global B2B SaaS organization and the largest pure-play enterprise digital adoption platform solution provider.

Utilizing GenAI technology, Whatfix enhances all stages of software deployment with application simulation, product analytics, and digital adoption, driving business outcomes such as increased revenue win rates, cost reduction, risk compliance, enhanced productivity, and improved user experience.

We have seven offices in the US, India, UK, Germany, Singapore, and Australia, supporting 700+ global customers, including 80+ Fortune 500 companies. Whatfix has raised $140 million to date and is backed by marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco Investments.

• With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the “Top 50 Indian Software Companies” as per G2 Best Software Awards.

• Recognized as a “Leader” in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.

• The sole vendor named as Customers’ Choice: 2024 Gartner® Voice of the Customer for Digital Adoption Platform Report. We also boast a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights and a high CSAT of 99.8%

• Highest-Ranking DAP on 2023 Deloitte Technology Fast 500™ North America for Third Consecutive Year

• Won the Silver for Stevie's Employer of the Year 2023 – Computer Software category and also recognized as Great Place to Work 2022-2023

• Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal

Value Advisory at Whatfix is a part of Solution Consulting and owns the end to end journey of value, right from articulation to realisation. The team closely works with Sales and Solution Consultants to deliver compelling business cases to our prospective clients. It is a high visibility team with a direct influence on win-rate, ARR and expansion. It is a niche consulting team having expertise in sales, marketing, finance, technology and strategy in a defined proportion.

Function: Pre-sales | Sub-function: Value Advisory

About the Role

Value Advisory at Whatfix owns the end-to-end journey of value articulation through business case delivery to prospective clients. This is a high-visibility, niche consulting role with direct influence on win-rate and ARR, sitting at the intersection of sales, finance, strategy, and technology.

Key Responsibilities

1. Research & Discovery

• Opportunity research: about the industry, business functions, end-user persona, baseline data points etc.

• Conduct and own discovery calls and workshops with the prospects to uncover pain points, use-cases, champion’s point of view, EB’s expectations etc.

2. Business Case Creation

• Use validated discovery data to create Excel/PPT analysis and business case tool outputs

• Create advanced custom business cases including value indicators, ROI and TCO analysis

• Create region, business and application specific custom business cases

• Develop value models for new products, features, and offerings from scratch

3. Business Case Presentation

• Present and defend business cases to prospects independently or in assisted capacity

• Present internally to sellers and managers; gather feedback before final delivery

• Empower customer champions to present business cases to key stakeholders

• Own objections, defend numbers, and handle pushback confidently

• Shadow seasoned value advisors on complex high-value deals

4. Value Modeling

• Build contextual value models in collaboration with Product teams

• Develop advanced DAP value models; create industry-specific models with regional nuance

• Develop new KPIs from discovered use cases; research regional data for outside-in analysis

• Perform quality assessments on value models for rectification and updates

5. Business Case Tool & Automation

• Edit and configure business case tool templates; execute change requests as required

• Create new templates and reports; ensure timely rollout of tool enhancements

• Build AI agents to automate recurring operational tasks

• QA changes made by peer and team members to ensure output quality

6. Enablement & Evangelism

• Enable account executives on business case tool and VA offerings

• Coach Solution Consultants and CSMs on the value approach

• Create internal and external collaterals to evangelize value-led selling

7. Operations & Reporting

• Use AI tools to drive operational efficiency and deliverable quality

• Maintain data hygiene on VA trackers; develop and refresh SFDC dashboards

• Track win-rates, pipeline influence, and business case conversion metrics

Must-Have Qualifications

• MBA from a top-tier business school

• 2+ years in Value Advisory, Value Engineering, or Value Consulting teams preferably in a SaaS company

• Experience in customer-facing pre-sales for US/EMEA SaaS markets

• Strong executive presence; excellent communication and presentation skills

• Advanced Excel and PowerPoint proficiency

Good to Have

• Experience with value tools: Ecosystems, Mediafly, Symbe, Cuvama, etc.

• Knowledge of post-sales value realization and executive-facing workshops

• Proven ability to handle multiple stakeholder conversations simultaneously with clear expectation setting

• Existing US Business Visa for in-person discussions

Behavioural Competencies

• Strong objection handling; ability to work through pushback in a convincing manner

• Proactively drives actions on business cases without waiting for direction

• Curious, communicative, and committed to continuous learning and ideation

• Manages competing priorities while meeting functional and individual goals

Note:

• At Whatfix, we thrive on the power of collaboration, innovation, and human connection. We strongly believe that working together in our office (five days a week) fosters open communication, builds a sense of community, and fuels innovation. This ensures open communication, strengthens our sense of community, and enables us to achieve our collective goals effectively.

• At Whatfix, we deeply value collaboration, innovation, and human connection. We believe that being together in the office five days a week fosters open communication, strengthens our sense of community, and accelerates innovation—ultimately helping us achieve our goals more effectively.

• At the same time, we recognize the importance of flexibility in balancing personal and professional priorities. To support this, we offer the option to work from home up to two days per month.

• In any situation that requires additional flexibility, we’re open to considering exceptions on a case-by-case basis to ensure you’re supported in managing both work and life seamlessly.

• We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust is the foundation; and Do it as you own it.

• We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status