Quest Software builds the foundation for enterprise AI with solutions in data governance, cybersecurity, and platform modernization. More than 45,000 companies, including 90% of the Fortune 500, trust Quest to solve their most critical IT challenges. From securing identities and modernizing platforms to preparing data for AI, we help enterprises unlock their full potential.

Quest Software is seeking a Business Value Manager to help enterprise customers realize and quantify the business impact of our data management software solutions. In this role and within the Quest Value Attainment Program (VAP), you will lead value discovery initiatives with customers to identify pain points and key business drivers, translating these into compelling business cases and ROI/TCO analyses. You will work cross-functionally with pre-sales, sales, product management, and marketing teams to craft value propositions for our key product lines and support strategic sales opportunities. This is a highly collaborative, customer-facing position where you will deliver executive-level presentations that demonstrate how Quest’s solutions solve real problems and deliver measurable returns. The Business Value Manager will support both regional sales efforts and global product value strategies, ensuring consistent value-selling practices across the organization. This is a remote role, with occasional travel (up to ~20%) for key customer engagements as needed.

• Value Discovery & Assessment: Lead value-focused discovery workshops and assessments for strategic customer opportunities, working closely with customers and account teams to uncover business challenges and quantify how our solutions address them. Identify customer pains, define key success metrics, and calculate the potential economic impact on the customer’s bottom line (e.g. cost savings, productivity gains). 

• ROI/TCO Modeling: Develop and maintain in-depth financial models and tools (including TCO and ROI calculators) to quantify the business value achievable through Quest’s data management products. Conduct quantitative analyses and ROI modeling for prospective projects, incorporating industry benchmarks to validate value assumptions. Continuously refine value models to reflect latest product capabilities and market data. 

• Sales Deal Support: Partner with sales and pre-sales teams to integrate value analysis into the sales cycle. Collaborate on account strategy and create compelling business justifications (business cases) that align our solutions to the customer’s strategic objectives and demonstrate clear ROI. Support high-impact deals by preparing and delivering customized value presentations and proposals for customer executives (CxO level), effectively communicating how our offerings drive tangible business outcomes. 

• Value Proposition Development: Work closely with product management and marketing to craft and refine value propositions for key product lines. Translate technical capabilities into clear business value narratives that resonate with both technical stakeholders and business decision-makers. Ensure that messaging and collateral (whitepapers, case studies, slides) consistently highlight the economic value and ROI of Quest’s data management solutions. 

• Tools & Assets Innovation: Drive the creation and improvement of value-selling assets and tools. Help develop new collaterals such as case study libraries, ROI/TCO calculators, and value benchmarking templates to scale our value selling practice. Champion the use of our value management platform and methodologies across the global sales team to enable a self-service approach to building business cases. Ensure value models and data (value drivers, assumptions) are kept up-to-date and accessible for the field. 

• Training & Enablement: Train and educate internal stakeholders – including sales reps, solutions consultants, and customer success teams – on value-based selling techniques and the use of value tools. Coach teams on how to conduct value conversations and effectively communicate ROI to customers. Develop and deliver training sessions, playbooks, and workshops that instill a customer-value mindset across the organization. 

• Cross-Functional Collaboration: Serve as the voice of customer value internally, working with cross-functional teams to ensure our offerings deliver measurable outcomes. Provide feedback to product management on features or metrics that drive customer value. Partner with marketing on thought leadership content (e.g. webinars, blogs) that highlights ROI and success stories. Work with customer success post-sale to measure value realized and gather data for future value propositions. 

• Regional & Global Alignment: Act as the value lead for your region while aligning with global initiatives. Support regional sales teams on customer engagements, tailoring value propositions to local market needs, and sharing best practices internationally to ensure a unified value selling approach. Contribute to global value management strategy by collaborating with peers in other regions on standardizing value metrics, tools, and success measures. 

• Experience: 5+ years of experience in business value consulting, value engineering, or customer value management roles, preferably within a B2B SaaS organization focused on data management or enterprise software. Proven track record of leading value assessments or ROI-focused projects and advising senior stakeholders on strategic technology investments. 
• Analytical & Financial Skills: Exceptional analytical abilities with expertise in building financial models and business cases. Deep understanding of ROI and TCO concepts and experience applying them to justify technology investments. Ability to calculate and interpret metrics like IRR, NPV, and payback period to quantify project value. 

• Domain Knowledge: Solid understanding of enterprise data management domains and trends – such as data governance, data integration, database management, data analytics, or cloud data platforms – and how these drive business value. Ability to quickly learn about Quest’s specific solutions and articulate their technical and business advantages. 

• Communication & Presentation: Outstanding communication skills, both written and verbal. Comfortable storytelling with data and simplifying complex concepts into crisp, business-focused messages. Executive presence with the ability to confidently present to C-level audiences and adapt communication style to different stakeholders (from technical teams to finance executives). 

• Consultative Mindset: Strategic, consultative approach to problem-solving. Able to ask the right questions to uncover customer needs and link those to solution benefits. Experience in a client-facing role, such as management consulting or sales engineering, is highly valued. 

• Cross-Functional Collaboration: Demonstrated ability to work effectively across departments and influence without direct authority. Collaborative team player who can build relationships with sales, pre-sales, product, marketing, and customer success teams to drive alignment on value delivery. Comfortable in a fast-paced environment, managing multiple projects and deadlines. 

• Self-Motivation: High level of self-motivation and accountability, especially in a remote work setting. Results-driven and customer-focused, with a willingness to go the extra mile to ensure customers achieve their desired outcomes. Strong organizational skills to juggle concurrent engagements and prioritize effectively. 

• Education: Bachelor’s degree in Business, Finance, Computer Science, or a related field is required; an MBA or other advanced degree is a plus (demonstrating advanced business and financial acumen). Relevant professional training or certifications in value selling, financial analysis, or data analytics would be beneficial. 

• Additional: Familiarity with CRM systems and value assessment tools is advantageous (e.g., comfort using Salesforce or dedicated value management platforms, though not required). Willingness to travel occasionally (approximately 20% or as needed) for key customer meetings or industry events. 

This Business Value Lead position offers an exciting opportunity to shape how customers perceive and realize value from Quest’s solutions. If you are passionate about technology’s business impact and enjoy quantifying results, we invite you to join our team and help drive value-focused engagements that fuel customer success and growth. 

Why Quest

At Quest, your work makes an impact. You’ll help organizations get AI-ready while building your career with a global team of innovators. We offer:

• Competitive pay, annual bonuses, and top-performer recognition.
• Comprehensive health, family, and retirement benefits.
• Flexible work options, generous PTO, and wellness programs.
• Professional growth through learning platforms, mentorship, and leadership programs.
• Inclusive teams that reflect the world we serve, supported by Employee Resource Groups and our Equality & Inclusion Council.

Quest is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Quest is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Quest are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, or belief, national, social, or ethnic origin, sex (including pregnancy), age, physical, mental, or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union, or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Quest will not tolerate discrimination or harassment based on any of these characteristics. Quest encourages applicants of all ages.

Come join us. For more information, visit us on the web at Quest Careers Innovate.Collaborate.Grow

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