Principal, Value Engineer

Digimarc Corporation (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 Digimarc.com.

The goal is simple: drive bookings and ARR. Along the way, success means: 

• Product market fit, proven in the field. 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. 
• Deals moved from nice to have to must have. Critical opportunities reframed around quantified business impact, so the investment case is undeniable and the deal earns priority in the customer's budget. 
• A sales team armed to win. 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. 
• Value that compounds. Success criteria established at the point of sale and demonstrated after it, fueling renewals and expansion. 

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. 

• Lead value discovery. Work with customers and account teams to understand strategic priorities, economic drivers, and the fully loaded cost of the current state. 
• Build the financial case. 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. 
• Translate capabilities into outcomes. 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. 
• Power the value standard. 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. 
• Engage credibly on AI and technology. 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. 
• Tell the story. 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. 
• Run the room, own the follow-through. Support priority opportunities alongside Sales. Be sharp and additive in high-stakes meetings, then rigorous afterward with clear owners, next steps, and momentum. 
• Make it repeatable. Build the frameworks, benchmarks, value hypotheses, ROI and NPV models, and customer proof points that scale value-based selling across the organization. 

We hire against Lencioni's ideal team player. Humble, hungry, smart. In this role, that looks like: 

• Humble. 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. 
• Hungry. 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. 
• Smart. 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. 

And the experience underneath it: 

• 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. 
• 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. 
• 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. 
• Command of the full value-selling lifecycle: discovery, value hypothesis development, business case construction, executive alignment, and post-sale value realization. 
• Genuine AI fluency. Current on the ecosystem and agentic systems, credible with technology leaders, and AI-first in your own workflow. 
• 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. 
• A bias for execution. Named owners, dates, and outcomes on everything you touch. 
• Executive presence. Credibility, composure, and command with C-suite leaders at major global enterprises. 
• Willingness and ability to travel up to 40%. 

• Collaborative – Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.  
• Curious – Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.  
• Courageous – Innovate with integrity