Senior Manager, Business Value

Digital commerce is built on trust. At every point along the eCommerce journey, businesses must make a critical decision: Can I trust this customer? Answering this simple question accurately and instantly is powerful—it can accelerate revenue growth and strengthen a company’s connection with its customers. How do we do it? Forter was founded on the insight that it's not about what is being purchased, nor where— but who is behind the interaction.

The Forter Decision Engine finds patterns across more than one billion identities in our dataset. We isolate fraudsters and protect customers—ensuring everyone gets the experience they deserve.  Given that trust is central to how we operate, Forter is very much driven by a defined set of values. We attract remarkable talent and have retention and engagement levels that are well above benchmarks. We’re meticulous about strengthening our culture as we grow and ensuring this is an environment where people can have outsized impact.

The Senior Manager of Business Value will be critical to expanding Forter’s go to market business with prospective customers by demonstrating significant ROI potential and positioning them for a long-lasting partnership with our company. As a Business Value Manager you will be a leading voice on the Presales team, collaborating with Sales, Presales, Analysts, Partners, Product, Marketing, and Executive Leadership to grow revenue by identifying existing and new areas of value for our customers and delivering a value-based set of reusable assets selling approach across the organization.  

The Business Value Manager will work with our core account teams (Account Executive and Solutions Consultant) and will lead in depth value oriented discovery workshops with our prospective customers and with existing customers for potential product upsells or cross sell opportunities. In addition to establishing a defined business value workshop, this individual will complete business cases with reusable assets which will include ROI and TCO analysis and define a viable engagement model.

Go-to-Market Assets: The Business Value Manager will own the development of our business value playbook.  Working closely with product, sales, Presales, marketing and delivery they will assist in the development of other assets (e.g., workshop enablers, use cases, competitive comparisons, sales/partner training, whitepapers, webcasts, etc.) and help with communicating the value of our solutions offerings along with support from the likes of Forrester and providing a Total Economic Impact report.

Hands-on: The Business Value Manager is expected to roll up their sleeves and fill gaps where necessary to make our solutions successful for our clients and to clearly differentiate our value framework to the competition.

• Model, develop collateral for and lead value discovery workshops
• Align customer and internal stakeholders on the main sources of Forter solutions value (payments, ecommerce, fraud, identity, security)
• Conduct quantitative analysis, ROI modeling, and establish necessary reusable and scalable tools (Business Value and ROI calculators) which benefit the entire GTM organization
• Identify ways to leverage compelling data assets within Forter to tell compelling value add stories to our customers and partners
• Consult with customers on best practices in payments, ecommerce, fraud, identity, and security as well as technology implementation and customer and program success
• Present insights to prospective customers, customers and partners alike as well as internal stakeholders
• Lead cross-functional efforts to scale Value Selling across the organization

• 5+ years experience in presales, solutions consulting, value engineering or IT consulting
• Bachelor’s degree required, MBA a plus
• Proven ability to build deep and empathetic working relationships with customers/clients 
• High aptitude and enthusiasm for complex problem solving utilizing modeling and analysis, including advanced Excel and Powerpoint skills
• Structured thinker with an eye for value and attention to detail
• Self-starter who enjoys owning projects independently and thrives in an unstructured, change-heavy environment 
• Strong quantitative, communication, and presentation skills
• The proven ability to think broadly and strategically as it relates to building a program, but also being tactical in delivering necessary assets for each phase of the growth of this program
• An ideal candidate also has:
  • Experience in fraud, payments, ecommerce, identity, or security
  • Experience working with executives and customers in these contexts

We are a team of over 500 Forterians spread across 3 different continents. Our success so far in the marketplace has allowed us to achieve a total series F valuation of over $3 Billion, making us the most valuable privately-held fraud prevention company globally. Our investors include: Tiger Global, Bessemer, Sequoia Capital, March Capital, and Salesforce Ventures. 

• Competitive salary 
• Matching 401K Plan 
• Comprehensive and generous health insurance, including vision and dental coverage Stock options 
• Generous PTO policy 
• Half day Fridays

*Forter does not accept agency resumes. Please do not forward resumes to Forter (or any related) jobs alias or directly to any Forter employees. Forter will not be responsible for any fees related to unsolicited resumes.

Salary Range: $113,964 ~ $187,227 annually + bonus + equity + benefits
The referenced salary range is based on the Company's good faith belief at the time of posting. Actual compensation may vary based on factors such as geographic location, work experience, market conditions, and skill level.