Senior Economic Validation Analyst - TechTarget

About Enterprise Strategy Group:

TechTarget’s Enterprise Strategy Group is an integrated technology analysis, research, and strategy firm providing market intelligence, actionable insight, and go-to-market content services to the global technology community. It is increasingly recognized as one of the world's leading analyst firms in helping technology vendors make strategic decisions across their go-to-market programs through factual, peer-based research. It is part of TechTarget, Inc. (Nasdaq: TTGT), the global leader in purchase intent-driven marketing and sales services focused on delivering business impact for enterprise technology companies.

Job description:

Enterprise Strategy Group (ESG) is seeking an experienced Senior Economic Validation Analyst to join our growing Economic Validation team. This team helps B2B technology vendors identify, quantify and communicate the economic value of their products and services to prospective technology buyers. This individual will act on a consultative basis to help scope new projects, and will be responsible for all aspects of project delivery including holding regular meetings with client stakeholders, conducting research interviews with clients’ end customers, analyzing background materials provided by clients, developing financial models that quantify and validate business value of the client’s product, synthesizing conclusions, and creating a summary report and other ancillary deliverables (such as infographics, videos and webinars). ESG’s vendor clients leverage Economic Validations to drive conversations with key customer stakeholders across their marketing programs and sales engagements.

The ideal candidate will possess 5-7+ years of experience developing quantitative business value models in a B2B high-tech environment (whether at a technology vendor, research/analyst firm, or consulting/professional services company); a solid understanding of enterprise technology concepts, markets and product categories; superior written and verbal communication skills; a client-focused, consultative mindset across the project lifecycle—from project scoping to asset delivery, and an ability to manage multiple ongoing projects simultaneously. The ability to lead projects end-to-end is a key requirement for this role.

Candidates will need a strong command of Microsoft Excel, Microsoft Word, and Microsoft PowerPoint to prepare client deliverables. Successful candidates will have the ability to work and solve open-ended problems independently, concurrently work on multiple projects, and be comfortable with the context switching that will inherently exist.

What you will do:

• Support sales teams by scoping projects and developing statements of work
• Interface with ESG clients, our client’s customers, and cross-functional teams throughout each engagement to strategize on project design, research and validate the economic advantages of the vendor’s technology against baseline alternative solutions, develop financial models to quantify these advantages, and produce content assets describing the assumptions and results
• Conduct interviews with our client’s customers to understand their experiences using our client’s technology solution, and the savings and benefits they have experienced
• Work collaboratively with our client’s subject matter experts to understand and determine the requirements and assumptions to be used in the modeled scenario, and contribute to any cost analysis that will be validated and documented
• Build a spreadsheet-based model to calculate the economic impact for a representative organization, providing transparent guidance on the assumptions used in the model so that end-customer organizations can leverage our methodology to perform their own analysis
• Develop supporting content assets and tools to be used by clients in their sales and marketing programs, including a written report summarizing project findings, client-facing presentation(s), infographics, webinar presentations, customer case studies, sales enablement materials, and web-based interactive calculators
• Consistently meet deadlines on deliverables to achieve team revenue targets on a quarterly basis

What you will bring:

• 5-7+ years of experience developing quantitative business value models in a B2B high-tech environment (whether at a technology vendor, research/analyst firm, or consulting/professional services company)
• Proficiency with financial and business metrics, and affinity for established concepts such as return on investment (ROI), total cost of ownership (TCO) and payback period
• Advanced Microsoft Excel/spreadsheet skills, to create model logic, representative scenarios, and graphical visualizations of results
• 5+ years experience in a client-facing role, comfort collaborating with and presenting to clients via Zoom/Teams or in person
• Well-developed consultative skill set, including discovery, analysis, quantitative modeling, presentation, and report preparation
• Proven track record of producing high-quality output in the form of spreadsheet-based models, business cases, written reports and customer presentations
• Enterprise B2B technology experience strongly preferred, with knowledge of different product categories, IT functions, and generally how technology works and is used by enterprise customers
• Strong understanding of general business concepts in order to identify and convey how technology solutions make an impact—comfortably quantifying subjective and emerging benefits
• Ability to conduct interviews with IT practitioners to understand and quantify technical, operational, and business value that can be achieved via the use of our client’s products,
• Strong analytical and problem-solving skills, and the ability to clearly articulate complex ideas
• Good project management skills to plan, organize, execute, and communicate all aspects of the project internally and externally—from start to finish
• Must have above-average intellectual curiosity and ability to quickly learn new topic areas as warranted by projects
• Must be able to take initiative in all aspects of the role and be comfortable working both independently and in team environments
• Must be comfortable working in a project-based, deadline-driven environment
• BA/BS degree or equivalent work experience; advanced degree a plus

Other Qualifications

• You have strong diplomacy skills and a high degree of emotional intelligence to support effective internal collaboration and client-facing interactions
• You are organized and detail oriented
• You hold yourself and others accountable to meeting commitments and delivering high-quality work
• You’re a "self-starter" who likes to take initiative and run with complex projects

• You work with others in a transparent, candid, and direct way – keeping curiosity and care top of mind
• You are driven by continuous improvement
• You are a creative problem-solver

TechTarget may require applicants to satisfactorily complete a background check. TechTarget will consider your job duties, among other factors, in determining what constitutes satisfactory completion of the background check. All information obtained from a background check will be used solely for employment.

TechTarget (https://www.techtarget.com/ ) offers generous benefits including Health, Dental, Vision and 401k plans. We also offer a flexible Open Leave Policy and 18 paid holidays. In addition, we have active programs to assist in assimilating new hires and to encourage and support growth.

For the headquarters location in Newton, Massachusetts: Riverside Center is an ADA compliant office building accessible by public transportation and has onsite lactation rooms and a fitness facility. We enjoy bagel Wednesdays, free snacks and beverages and a subsidized lunch program. Join us!

Nondiscrimination Policy

TechTarget, Inc., including its subsidiaries, is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law.

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