What a Value Engineer is
Most software sales work like this: a person in a suit shows a generic demo, talks about features, and hopes something sticks. The customer is asked to imagine how the product might fit their business. Usually it doesn't.
A Value Engineer does the opposite. Before we show anything, you learn how the company actually works: how an order moves through the plant, where the margin leaks, which problems everyone has learned to live with because they assumed nothing could fix them. Then you design a demo built around that company, its own data, its own processes and its own headaches. The goal isn't to build what the customer has in mind. It's to solve the problems they haven't been able to put into words yet.
When it's done right, the customer stops evaluating software and starts seeing their own business on the screen. Nine times out of ten, that demo becomes a signed contract.
What the role is at Arke
You won't cold call. Every lead that comes to us is inbound. Our process is simple: qualification call, discovery, demo, contract. You own all of it.
You'll talk to owners, plant directors, operations managers and the second generation taking over the family business. Many of them have been burned by software before and expect to be sold to. Your job is to be the first person who asks the right questions, and to see them relax when they realize you understand their business better than any vendor they've met.
The work, roughly:
• Qualify inbound leads and figure out quickly where we can create real value
• Run discovery: understand how the company operates, from the shop floor to the margins, and find the problems underneath the ones they describe
• Turn what you learn into the brief for a tailored demo. Our internal Arke Intelligence system handles the technical build, so you can focus on the thinking
• Present the demo and own the deal through to a signed contract
• Hand customers over to the FDE team with the context that makes their deploym
📌 Sales Value Engineer (Milano)
🏢 Arke'
📍 Milano