Director, Value Engineering, EMEA

This is one of the most consequential value engineering seats in B2B software right now. Three reasons. 

• The market is moving in our direction. Every CIO is being asked to put real numbers behind their AI strategy. Mosaic, our semantic layer, is the trust foundation for enterprise agents. The customers are listening, the market is opening, and the value story has never been more important. 

• You will own a real product, not just a region. ValueIQ, our self-service value platform, is one of the most ambitious value engineering platforms in B2B SaaS. You set the vision, you run it, you build it. This is a builder’s role with platform-level scope, on top of an EMEA regional charter. 

• The visibility is rare. Your work shows up in front of the CEO, the CRO, and the CPO. It lands on customer earnings calls. It defines how the EMEA field talks to buyers. There is no “invisible work” in this role. 

If you have spent the last five years executing someone else’s playbook and you are ready to write your own, this is the seat. 

The Role 

We are looking for a builder, not an executor. Someone who can walk into a region, see what is missing, and go build it. 

This is a senior individual contributor role with two complementary scopes. You are the EMEA regional Value Engineering leader, and you are the global owner of our self-service value platform, ValueIQ. You will not be handed a backlog. You will be handed a charter, a platform, and the trust to define what good looks like. 

You will partner with Sales, Customer Success, Product, and Marketing to drive measurable business outcomes for our largest customers. But more than that, you will set the bar for the field, codify it into a platform and reusable assets, raise the competency of the people around you, and prove value realized after the deal closes. 

If you wait to be told what to do, this is not the role for you. If you see a gap and instinctively reach for a blank page, keep reading. 

The Impact You Will Have 

• Drive measurable business value across the EMEA account base, with quantified TCO savings, productivity gains, and business impact that hold up to CFO scrutiny. 

• Own ValueIQ, our self-service platform. Set the roadmap, drive adoption, build new modules, and define the vision for how Strategy scales value engineering globally. 

• Run point on strategic deals. Self-identify the opportunities where Value Engineering will shift the outcome, and insert yourself before being asked. 

• Prove value realized post-sale. Build the muscle, the framework, and the cadence that quantifies what customers actually got. Turn that into renewal leverage, expansion fuel, and a public outcome story. 

• Build reusable IP that scales beyond your own deals. Industry value narratives, business case templates, ROI models, and benchmarks that the field actually uses. 

• Enable, raise competency, and hold the field accountable. AEs, CSMs, SEs, and partners in EMEA should be measurably better at value-led selling because you arrived. 

What Makes This Role Different 

This is not a role for someone who wants to run a pre-built playbook. It is a role for someone who wants to write the playbook, ship the platform, and prove the outcomes. 

• Builder charter. You define the EMEA value engineering motion and the global platform vision. We give you the tools, the air cover, and the autonomy to do it. 

• Platform-level ownership. ValueIQ is yours to scale. The product roadmap, the calculator library, the adoption strategy, the future state. This is a rare combination of regional leadership and platform ownership in one role. 

• Direct line to leadership. You will brief the CRO, CPO, and CEO on what you are seeing in the field. Your work shows up at the executive level. 

• Foundation already in place. ValueIQ is live. Mosaic-specific value calculators are live. A three-bucket value framework is live. You build on top, not from zero. 

• Impact-based growth path. Career ceiling is uncapped. The more you build, the bigger the role gets. 

What You Will Own 

1. Strategic Deal Execution 

• Proactively identify and engage on the strategic EMEA opportunities where VE will shift the outcome. Build the business case, defend it to the buyer, and stay in the deal until it closes. 

• Quantify customer impact across our three-bucket framework: TCO savings, productivity gains, and business impact. 

• Engage at the C-level with CFOs, CIOs, and CDOs. Earn conviction, not just buy-in. 

• Log every deal in Salesforce within 48 hours of engagement. If it is not visible, it does not exist. 

2. ValueIQ: Self-Service Platform Ownership 

• Own the global vision, roadmap, and adoption of ValueIQ, our self-service value platform. This is the spine of how we scale value engineering across the field. 

• Build new modules, calculators, and benchmark libraries that reflect what the market is actually buying. Mosaic, AI readiness, semantic layer, cloud savings, and beyond. 

• Drive measurable platform adoption with the AE, CSM, and partner communities. Track unique active users, deal influence, and self-service business cases generated. 

• Run a structured product cadence with engineering, product, and marketing partners. Backlog, releases, feedback loops, all owned by you. 

• Define the future. Where does this platform go in two years? What does agentic value engineering look like? You set the answer. 

3. Customer Value Realization 

• Build the framework, the cadence, and the customer-facing process that quantifies value realized after the deal closes. 

• Partner with Customer Success on a recurring value review motion for top EMEA accounts. Convert proof of value into renewal leverage and expansion pipeline. 

• Capture validated customer outcomes and turn them into reference assets, case studies, and ROI proof points used by the field. 

• Track value realized as a first-class metric alongside pipeline and closed revenue. Report it. Defend it. Use it. 

4. Field Enablement and Asset Creation 

• Enable AEs, CSMs, SEs, and partners with the language, frameworks, and tools to lead value-led conversations on their own. The motion is Enable, then Raise Competency, then Hold Accountable. 

• Build the EMEA-specific value content the region needs. Industry narratives, persona-specific business cases, competitive value plays. Promote them. Make sure they get used. 

• Run structured coaching, deal shadowing, and recurring office hours with measurable adoption metrics. 

• Hold the bar. Push back on weak business cases. Insist on customer outcomes, not feature lists. 

5. GTM Partnership and Operating Rhythm 

• Co-own EMEA GTM planning with regional Sales leaders, including account prioritization and segment strategy. 

• Track and report the contribution of VE to pipeline, closed revenue, expansion, and value realized. Visible, defensible, and shared on a recurring cadence. 

• Build the cadence. Weekly pipeline reviews, monthly QBRs, quarterly impact summaries to global leadership. 

• Be the voice of the EMEA customer back to product and leadership. Publish externally. Speak at industry events. Elevate the practice. 

What We Look For 

You will not check every box below. You should check most. The non-negotiables are flagged. 

Required 

• 10+ years in Value Engineering, business consulting, or strategic enterprise sales, with at least 5 years in a B2B SaaS context. 

• A track record of quantified, customer-validated business cases at the CFO and CIO level. We will ask to see them. 

• Demonstrated experience building value engineering assets, frameworks, programs, or platforms from scratch. Not just executing existing playbooks. 

• Self-direction. You read a pipeline report, you know which deals to chase, and you do not wait for permission. 

• Executive presence. You can hold the room with a CFO and walk out with a signed-off business case. 

• Strong financial and analytical acumen. ROI models, TCO analysis, sensitivity testing, all done by you and defensible by you. 

• Truth-seeking problem solver. You would rather say “I do not know yet” than fake a number. 

Strongly Preferred 

• Industry depth in Financial Services or Retail. These are our priority verticals in EMEA, and a candidate who has lived these economics will accelerate immediately. 

• Familiarity with semantic layer, BI, analytics, or modern data stack categories. Exposure to Mosaic, dbt, Snowflake, Databricks, or comparable platforms. 

• Experience owning or contributing to a self-service value platform or value automation tooling. 

• Visible personal brand or thought leadership presence in the value engineering, GTM, or analytics community. 

Not the Right Fit If 

• You need a daily plan to execute against. 

• You are a “talk-track only” seller who does not own the math. 

• Your answer to “what would you build first” is “I would need to be told.” 

What Success Looks Like in 12 Months 

• A measurable book of EMEA deals you proactively identified, engaged on, and helped close. Logged, tracked, and visible. 

• ValueIQ adoption at a target you set and then beat. New modules shipped. A roadmap leadership can defend. 

• A live customer value realization motion across top EMEA accounts, with quantified outcomes feeding renewal and expansion. 

• A library of reusable EMEA value assets that the field uses without your involvement. 

• EMEA AEs and CSMs who can run a basic value-led conversation without you in the room. 

• Recognition inside Strategy as the EMEA voice on customer value and the global owner of our value platform. 

Additional Information 

Strategy is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, or age.