Value Consultant with Value Selling expertise (REF3714X) - Budapest

The largest ICT employer in Hungary, Deutsche Telekom IT Solutions (formerly IT-Services Hungary, ITSH) is a subsidiary of the Deutsche Telekom Group. Established in 2006, the company provides a wide portfolio of IT and telecommunications services with more than 5000 employees. ITSH was awarded with the Best in Educational Cooperation prize by HIPA in 2019, acknowledged as one of the most attractive workplaces by PwC Hungary’s independent survey in 2021 and rewarded with the title of the Most Ethical Multinational Company in 2019. The company continuously develops its four sites in Budapest, Debrecen, Pécs and Szeged and is looking for skilled IT professionals to join its team.

The Sales & Value Consulting unit, a pivotal part of T-Systems' Commercial organization, is spearheading a transformative shift in customer interactions. It aspires not only to reshape sales engagements but also to establish our team as trusted advisors, positioning T-Systems as strategic value partners. While the unit is enabling the sales force with the right tools, methods, and guidance, it provides hands-on support to the sales and deal teams in value articulation and improving the quality of our proposals and offers.

As a ‘Value Consultant,’ you will be part of this dynamic, international unit, collaborating with Business Analysts and Value Consultants. Your role involves supporting Customer Leads and Business Development, creating compelling Value Propositions, and developing Value Quantification Hypotheses. You will also assist Sales, Account, and bid teams, integrating business value into customer-facing materials, and contribute to refining Go-to-Market Strategies for portfolios in collaboration with Sales, Portfolio, and Marketing representatives.

Your Tasks

• Support the sales lead/deal manager in opportunity development (commercial value story & value proposition)
• Unearth and articulate customers' strategic priorities and market/ industry insights transforming them into impactful value propositions with associated financial KPIs (ROI/TCO/NPV, etc.).
• Identify customer value drivers to address additional growth potential.
• Quantify customer benefits during opportunity development with the account applying value-based pricing methods and modeling across the sales process.
• Work closely with cross-functional teams, including Sales, Commercial, Pricing, and Solution teams.
• Participate in pitching, planning, and executing business value discovery workshops.
• Facilitate Co-design/Co-create workshops with Customer Stakeholders.
• Refine the initial Value Hypothesis and collaboratively generate a holistic, customized business case.
• Collaborate with deal teams to facilitate workshops and craft compelling value narratives.
• Identify win themes and ensure the final proposal aligns with the overarching value story.
• Coach sales managers/sellers in applying the Value Selling Method and share best practices.
• Extend contribution beyond Value Quantification to identify strategies for Value Realization/Measurement.
• Package, scale, and implement these strategies with customer success/delivery teams during the post-sales phase.
• Play a key role in supporting, contributing to, and continuously enhancing the Value Consulting Practice.
• Introduce new ideas, methods, techniques, and tools to enhance overall practice effectiveness.
• Promote the team's capabilities and represent the team's results in internal measures and knowledge-sharing sessions.

A university degree with a focus on business administration, finance, and/or technical disciplines is a prerequisite for this role.

Your Experience:

• Minimum 10 years of professional experience Value Selling / Engineering, Management / Technology Consulting, and financial analysis
• Dynamic professionals, including Enterprise Architects, Business Development Experts, Account Managers, and Sales Support Specialists, who bring in strategic business expertise & customer centricity along with technical acumen and have prior experience in crafting / selling business value propositions for ICT offerings are also welcome to apply
• Expertise in Value Selling and designing Value Propositions to stand out from the competition.
• Strong understanding of complex, solution-oriented work in Digital and Cloud Outsourcing Deals.
• Proven track record of successfully competing and winning large ICT Outsourcing opportunities in international and multicultural settings.
• Detailed knowledge of market developments and competition in IT Outsourcing.
• Knowledge of Value Quantification methods, tools, and analysis procedures would be an added advantage.
• Ability to present complex topics to CxO level and internal Top Management.
• Experience in Agile projects, with an understanding of Agile methods and tools, preferably with relevant certifications (e.g., SCRUM).

Your Skills:

• Showcases excellent communication skills when engaging with IT and Line of Business (LOB) managers, as well as C-level executives both internally and with customer organizations.
• Excellent verbal and written communication in English
• Possesses a deep understanding of IT/Cloud and Digital operation terminology and language.
• Exhibits strong analytical skills, with a remarkable ability to identify problems, swiftly comprehend complex dependencies, and propose effective solutions.
• Customer service and value focus, willing to go the extra mile and be able to motivate others.
• Flexibility to work with frequently changing priorities.
• Commands strong knowledge and experience with Microsoft Office Products (Excel, PowerPoint, Word) for the visualization and expression of strategic matters.

Your profile reflects a confident demeanor, analytical mindset, and strong teamwork abilities. You are adept at working independently and possess high motivation to gather essential information from both the organization and external sources. If these qualities resonate with you, then you are an ideal candidate for this position.

* Please be informed that our remote working possibility is only available within Hungary due to European taxation regulation.