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At Udemy, we’re on a mission to transform lives through learning. Through our intelligent skills platform and a global community of instructors, we’ve helped over 70 million learners and 16,000 organizations achieve their goals. Come join us in ensuring everyone, everywhere has access to the skills they need to unlock their potential and create possibilities for themselves and others.
Hybrid work
Udemy is headquartered in San Francisco with global offices in Australia, India, Ireland, Türkiye, and other US locations. Our robust hybrid work model spans San Francisco, Denver, Ankara, Dublin, and Melbourne. This hybrid position requires two days per week in the office at the nearest hub. Learn more about us on our company page.
About you
You're a collaborative, data-driven problem-solver who excels at demonstrating the value of strategic learning solutions to executive stakeholders. Your strong analytical mindset and financial acumen enable you to build ROI models and business cases that demonstrate concrete business value, particularly in Professional Services, Financial Services, and Technology sectors. You partner effectively with Account Executives and Customer Success Managers to uncover executive-level business objectives and map them to business cases and tangible ROI that result in winning outcomes and strong customer retention.
About this role
Udemy is seeking an accomplished Senior Principal Value Engineer to drive business value realization for our largest enterprise accounts. Reporting to SVP, Global Sales, you will be instrumental in helping our Sales and Customer Success teams create compelling business cases that directly align Udemy solutions with executive-level business objectives.
You'll bring a proven track record in quantifying and communicating business value to executive stakeholders, with particular focus on verticals including : Professional/IT Services, Financial Services, Technology, Manufacturing, and Retail. In this critical role, you will develop and deliver ROI models and value frameworks that demonstrate how our learning solutions drive concrete business outcomes. Your ability to build compelling business cases, even with limited customer information, will be essential to our success.
As a key member of our go-to-market team, you will lead value strategy discussions with executive stakeholders and develop standardized, repeatable approaches to business case creation. You'll work closely with Sales, PreSales, Customer Success, and Professional Services teams to ensure consistent value demonstration across the customer lifecycle. Success in this role means directly impacting our growth through increased win rates in new logo acquisition and stronger retention rates in our enterprise accounts.
What you'll be doing
- Develop, implement, and maintain value engineering assets, including key business value drivers, compelling business case presentations and ROI models/metrics tailored to our online learning solutions and priority verticals.
- In collaboration with our go-to-market teams, conduct in-depth client discovery sessions to understand their business objectives, challenges, and potential areas for value creation, and growth opportunities.
- Create detailed, data-driven business cases and ROI models that quantify the impact of our learning solutions for client business objectives and outcomes, and demonstrate ROI throughout the customer lifecycle in partnership with Customer Success and Professional Services.
- Work closely with Account Executives and Customer Success to develop value-based proposals and presentations for high-value opportunities, including strategic account planning to identify upsell and expansion opportunities based on demonstrated value, ensuring a strong value engagement throughout the customers’ lifecycle.
- Develop and maintain value engineering tools, templates, and best practices tailored to focus verticals, customer needs, and incorporating evolving industry trends and benchmark data to continuously refine our value propositions/metrics and ensure they remain competitive and relevant.
- Drive impactful, cross-functional relationships particularly with Sales, Customer Success, Sales & Solutions Engineers and other key partners.
What you’ll have
- 7+ years of relevant experience in value engineering, solution consulting, or similar roles, preferably in a SaaS e-learning business (i.e., EdTech).
- Demonstrated experience constructing and communicating compelling business cases and ROI models at the executive level, with proven ability in building trust and influence with VP-level/C-level stakeholders, and skilled at leveraging industry knowledge and benchmarks to create credible value metrics while adapting communication style and approach based on executive audiences and their strategic priorities.
- Proven track record in maintaining a high level of productivity, managing multiple competing priorities and working effectively under the pressure of time constraints in a fast-paced, collaborative and team-oriented environment.
- Demonstrated experience articulating business cases and ROI models in support of strategic Sales and Customer retention activities in a SaaS business.
- Demonstrated experience with value-based selling methodologies and best practices.
- Strong attention to detail, analytical problem-solving skills, and ability to work independently.
- Large Enterprise Experience
About your Skills
- Problem Solving: You are skilled in creative problem-solving techniques to address client needs, overcome obstacles, and drive sales outcomes, ensuring customer acquisition and retention.
- Coach-ability: You demonstrate a strong willingness to learn, adapt, and incorporate feedback to enhance strategies and achieve performance targets, fostering continuous personal and professional growth.
- Expertise & Collaboration: You partner effectively with Sales and Customer Success teams, bringing expertise in business case development and ROI analysis to drive strategic growth in large enterprise sales opportunities. You use strong data analysis (quantitative and qualitative), with presentation and communication skills to articulate complex value propositions to VP-Level/C-level executives.
- Curiosity: You exhibit a natural curiosity and hunger for knowledge, constantly seeking to understand market trends, client preferences, and competitive analysis to inform strategy and drive business success.
- Accountability: You hold yourself and others accountable to deliver on value engagement with clients. You are creative, and seek cross-functional engagement to produce a unique combination of ideas that demonstrate and deliver our unique value statements and metrics to clients. You capture the precise form of these engagements and deliverables to promote scale and reusability across the business. If things become complex, you understand where and how to pause and reframe the approach so that we can distinguish and understand those details which are important to our value engagement and client needs.
#LI-ST5
We understand that not everyone will match each of the above qualifications. However, we also realize that everyone has unique experiences that can add value to our company. Even if you think your background might not perfectly align, we'd love to hear from you!
Life at Udemy
We aspire to be as vibrant and dynamic as the communities we serve, as inquisitive as those who use our platform, and as revolutionary as the future we strive to open for everyone. Here are some of the things we love about life at Udemy:
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We’re invested in creating an inclusive environment that welcomes a diverse range of backgrounds and experiences. From creating employee resource groups, ensuring we’re a Fair Pay Workplace, and building a flexible work culture, our belonging, equity, diversity, and inclusion (BEDI) initiatives always put our people first. We want you to be able to bring your authentic self to work because when we all do, we’re better for it.
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Learning is what we do – inside and out. Our Learning & Development team is second to none, helping ensure your journey is one of continuous progression. You’ll also have unlimited access to Udemy courses, monthly UDays (meeting-free professional development days), and a generous annual professional development stipend.
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Our reason to exist is to revolutionize learning – that calls for taking risks and learning from failures. Whether it’s our hackathons (a company-wide effort to envision new possibilities for our product) or sharing our prototypes, we see experimentation as a crucial step on the path to success.
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We’re committed to creating world-class employee experiences and are proud of the recognition of this by Great Place to Work.
Of course, the best thing about being part of Udemy is knowing your work makes a difference for people and organizations around the world. You’ve got the skills; why not use them to help others develop theirs?
At Udemy, we value diversity and inclusion and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition, or disability.
Our Benefits Start with U
Our benefits start with you and were built to provide you and your family with the protection and care you need, making it easy to access the right coverage when you need it most. Benefits vary by region, and we encourage applicants to review our US Benefits and Ireland Benefits pages to get an understanding of some of the benefits we offer. For details on region-specific benefits, please refer to the information provided during the hiring process.
Information regarding data privacy is available within the Udemy Careers Privacy Notice.
