Principal, Value Engineer at Digimarc

United StatesFull-timeSalesPosted about 2 months ago

About the Role

<div class="section page-centered" data-qa="job-description"> <h3><strong>About Us:</strong> </h3> <div> <p><span data-teams="true"><a id="menur3i74" class="fui-Link ___1q1shib f2hkw1w f3rmtva f1ewtqcl fyind8e f1k6fduh f1w7gpdv fk6fouc fjoy568 figsok6 f1s184ao f1mk8lai fnbmjn9 f1o700av f13mvf36 f1cmlufx f9n3di6 f1ids18y f1tx3yz7 f1deo86v f1eh06m1 f1iescvh fhgqx19 f1olyrje f1p93eir f1nev41a f1h8hb77 f1lqvz6u f10aw75t fsle3fq f17ae5zn" href="https://www.digimarc.com/" target="_blank">Digimarc Corporation</a> (NASDAQ: DMRC) is building the trust layer for the modern world. Our solutions help people, businesses, and intelligent systems verify what’s real, protect what matters, and interact with confidence across physical and digital environments. Learn more at <a id="menur3i76" class="fui-Link ___1q1shib f2hkw1w f3rmtva f1ewtqcl fyind8e f1k6fduh f1w7gpdv fk6fouc fjoy568 figsok6 f1s184ao f1mk8lai fnbmjn9 f1o700av f13mvf36 f1cmlufx f9n3di6 f1ids18y f1tx3yz7 f1deo86v f1eh06m1 f1iescvh fhgqx19 f1olyrje f1p93eir f1nev41a f1h8hb77 f1lqvz6u f10aw75t fsle3fq f17ae5zn" href="https://www.digimarc.com/" target="_blank">Digimarc.com</a>.</span></p> <span data-teams="true"><span id="message-body-1777323347114" class="fui-ChatMessage__body r7802u9 ___1h1rjby f10pi13n ftqa4ok f2hkw1w f8hki3x f1d2448m f1bjia2o ffh67wi f1j6vpng f1pniga2 f987i1v f1ffjurs f15bsgw9 f14e48fq f18yb2kv fd6o370 ffwy5si f3znvyf f57olzd f4stah7 f480a47 fs1por5 fk6fouc figsok6 fkhj508 f19n0e5 f9ijwd5 fx91ewl f1o0qvyv f9ggezi f1xp5gbu f150uoa4 ffyari3 fxugw4r fo7qwa0 fxowb0n f11ghf3q f13aoclr flypziy f10kwr27 fquw1qa fftr39l f13lathq f15hsm81 f2ss68y ffb60jq f8nuap2 f13nk4fk f7jacry fq08z5q fd9af6s fr74w9q fcl9uv6 f13sm7pj f1u6qqly f16wpxbl faim3u9 f6cs3qo fa2w2z3 fd39nx6 f10gn8j9 frcqmxy f1w9ws4k f1ddxkqj fd10euv fvuz61 f1nbc6gw"><span id="content-1777323347114" class="fui-Primitive ___11tzqds f1oy3dpc f89hs3r fqtknz5 fyvcxda"></span></span></span></div> <h3><strong>WHY DIGIMARC, WHY NOW?</strong></h3> <p><span data-contrast="auto">Digimarc is at a pivotal growth phase. We have a storied history, a great platform, and some of the most recognizable retailers and brands in the world as customers. Now it is time to tell that story, and to be clear about where we are going.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></p> <p><span data-contrast="auto">You will shape the value engineering function from the ground up. This is not a seat on an established team. It is the chance to build the frameworks, the tools, and the discipline that define how Digimarc wins, and to do it alongside customers solving problems that matter at global scale.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></p> <p><span data-contrast="auto">And your work has a home waiting for it: our entire sales motion runs on a value standard. Every deal review in this company opens the same way — the named executive, the problem they want solved, the timeline, the business impact in dollars, and how that impact was triangulated across the enterprise. You are the person who builds the machinery behind that standard: the models, the benchmarks, and the proof that make it rigorous instead of ritual.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></p> <h3><strong>WHAT SUCCESS LOOKS LIKE?</strong></h3> <div> <p><span data-contrast="auto">The goal is simple: drive bookings and ARR. Along the way, success means:</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></p> <ul> <li><strong><span data-contrast="auto">Product market fit, proven in the field.</span></strong><span data-contrast="auto"> Deep customer engagement across our key verticals that sharpens where we win, how we win, and how best to win, and feeds that learning back into positioning and product.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Deals moved from nice to have to must have.</span></strong><span data-contrast="auto"> Critical opportunities reframed around quantified business impact, so the investment case is undeniable and the deal earns priority in the customer's budget.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">A sales team armed to win.</span></strong><span data-contrast="auto"> Positioning, value frameworks, and battle-tested tools in the hands of every seller, with the Value Engineer engaged directly on the opportunities that matter most.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Value that compounds.</span></strong><span data-contrast="auto"> Success criteria established at the point of sale and demonstrated after it, fueling renewals and expansion.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> </ul> <p><span data-contrast="auto">Within the first 6 months, expect to be embedded in our top strategic opportunities with a Digimarc value framework and ROI model in live use. Within 12 months, expect value engineering to be a measurable driver of win rates, deal sizes, and ARR across strategic pipeline.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></p> </div> </div> <div class="section page-centered"> <div> <h3>WHAT YOU WILL DO…<span class="Apple-converted-space"> </span></h3> <ul> <li><strong><span data-contrast="auto">Lead value discovery.</span></strong><span data-contrast="auto"> Work with customers and account teams to understand strategic priorities, economic drivers, and the fully loaded cost of the current state.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Build the financial case.</span></strong><span data-contrast="auto"> Develop credible, customer-specific business cases covering ROI, IRR, NPV, TCO, payback, and cost of inaction, framed against each customer's hurdle rates and capital priorities and rigorous enough to stand up to CFO scrutiny.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Translate capabilities into outcomes.</span></strong><span data-contrast="auto"> Convert product capabilities and business requirements into tangible, measurable outcomes with agreed success criteria, so there is no ambiguity between what is bought and the value it must deliver, and so realized value fuels renewal and expansion.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Power the value standard.</span></strong><span data-contrast="auto"> Build and maintain the models and benchmarks behind our deal-review frame — named executive, problem, timeline, dollar impact, triangulation — so every seller can construct and defend it, and the best deals carry business cases you built together.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Engage credibly on AI and technology.</span></strong><span data-contrast="auto"> Hold substantive conversations with customer architects, data leaders, and innovation teams about AI, agentic interactions, and the broader ecosystem, and connect it all to customer value.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Tell the story.</span></strong><span data-contrast="auto"> Own executive storytelling as a craft: ideation, narrative architecture, and strategic pitch deck creation from a blank page. Design and deliver boardroom-quality presentations with strong narrative arc, message hierarchy, and visual precision that make the case for change unmistakable. The bar is the best in the field: Duarte-class precision in structure, story, and design.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Run the room, own the follow-through.</span></strong><span data-contrast="auto"> Support priority opportunities alongside Sales. Be sharp and additive in high-stakes meetings, then rigorous afterward with clear owners, next steps, and momentum.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Make it repeatable.</span></strong><span data-contrast="auto"> Build the frameworks, benchmarks, value hypotheses, ROI and NPV models, and customer proof points that scale value-based selling across the organization.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> </ul> </div> </div> <div class="section page-centered"> <div> <h3>WHAT WE ARE LOOKING FOR…<span class="Apple-converted-space"> </span></h3> <p><span data-contrast="auto">We hire against Lencioni's ideal team player. Humble, hungry, smart. In this role, that looks like:</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></p> <ul> <li><strong><span data-contrast="auto">Humble.</span></strong><span data-contrast="auto"> The deal is the seller's; your fingerprints are on the business case, not the credit. You take a CFO's hardest challenge to your model as a gift, and you say "I don't know, I'll find out" without flinching.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Hungry.</span></strong><span data-contrast="auto"> You love to ideate, but you yearn to execute — turning debate into decisions, meetings into actions, and strategy into finished work. No deal that matters goes into a review without a value case worthy of it.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><strong><span data-contrast="auto">Smart.</span></strong><span data-contrast="auto"> People smart. You read the CFO, the operator, the innovation lead, and the skeptical architect, and you know which number, which risk, and which story each one needs.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> </ul> <p><span data-contrast="auto">And the experience underneath it:</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></p> <ul> <li><span data-contrast="auto">10+ years in Value Engineering, Value Advisory, Business Value Consulting, Management Consulting, Strategy, or a similar executive-facing role supporting complex enterprise technology or SaaS sales.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">Deep industry experience in retail, CPG, supply chain, traceability, product authentication, or fraud and loss prevention, with real fluency in the economic drivers of these businesses.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">Advanced business case and financial modeling skills across IRR, NPV, ROI, TCO, payback, and cost-benefit analysis, including sound judgment on discount rates, assumptions, and sensitivities, and comfort discussing cost of capital and capital allocation with finance leaders.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">Command of the full value-selling lifecycle: discovery, value hypothesis development, business case construction, executive alignment, and post-sale value realization.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">Genuine AI fluency. Current on the ecosystem and agentic systems, credible with technology leaders, and AI-first in your own workflow.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">Exceptional communication in every mode, with executive storytelling as a core skill, not a side one: ideation, narrative architecture, message hierarchy, and strategic pitch deck creation at a Duarte-class standard — sharp on your feet in the room, and precise in writing.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">A bias for execution. Named owners, dates, and outcomes on everything you touch.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">Executive presence. Credibility, composure, and command with C-suite leaders at major global enterprises.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">Willingness and ability to travel up to 40%.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> </ul> </div> </div> <div class="section page-centered"> <h3>NICE TO HAVE:</h3> <ul> <li><span data-contrast="auto">Experience in an enterprise technology, SaaS, or consulting organization with a mature value-selling practice.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">Direct experience advising C-suite leaders at Fortune 500 retailers, CPG companies, or global brands.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> <li><span data-contrast="auto">A background that deepened your financial toolkit, such as corporate finance, FP&A, or strategy, or an MBA, CFA, or equivalent depth built the hard way.</span><span data-ccp-props="{"134233117":true,"134233118":true,"201341983":0,"335559740":240}"> </span></li> </ul> <h3>Benefits:<span class="Apple-converted-space"> </span></h3> <ul> <li>Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan </li> <li>Restricted Stock Units </li> <li>Flexible Paid Time Off & Holidays </li> <li>Life Insurance </li> <li>Employee Stock Purchase Plan (ESPP)</li> <li>Mentorship Opportunities </li> <li>Training & Development  </li> </ul> </div> <div class="section page-centered" data-qa="salary-range"> <h3><strong>Compensation:</strong></h3> <div><span style="color: rgb(224, 62, 45);"><em>$180,000 - $220,000 </em></span></div> <div>This compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill set, experience, training, licensure, certifications, geography and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. </div> </div> <div class="section page-centered" data-qa="closing-description"> <h3><strong>Our Culture:</strong> </h3> <div>We are a team of problem-solvers united by our company’s immense potential to help solve complex challenges.  </div> <div>We align to the following Digimarc core values:  </div> <div> <ul> <li><strong>Collaborative<span class="Apple-converted-space"> </span></strong>– Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.  </li> <li><strong>Curious</strong> – Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.  </li> <li><strong>Courageous</strong> – Innovate with integrity  </li> </ul> </div> <div>We challenge each other and do the right thing – even when it’s difficult – to deliver wins for our customers.  </div> <div>Join our team and work in support of a technology platform that can transform how consumer goods are made, bought, sold, and recycled around the globe. Digimarc is committed to the health and safety of our employees and their families. We are dedicated to diversity, professional development, and the success of our employees. For more information, visit us at<span class="Apple-converted-space"> </span><a class="postings-link" href="https://www.digimarc.com/">www.digimarc.com</a>.  </div> <div> </div> <div>Digimarc is seeking diverse applicants. We are an equal opportunity employer and consider qualified applicants for employment without regard to race, gender, age, color, religion, disability, veteran status, sexual orientation, gender identity, or any other protected factor. We want the best people who share our values. </div> <div> </div> <div>This job posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. </div> <div> </div> <div>Principals only. No recruiters please. </div> </div>

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