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Lead Value Consultant

2 weeks, 2 days ago
United States
Full-time
Senior
Solutions Engineer
Sales and Business Development
Google Tag Manager Salesforce
Apply Now
Outreach

Outreach

Outreach offers an AI-powered revenue workflow platform designed to enhance the productivity of sales, marketing, RevOps, and go-to-market teams by automating processes that help in efficiently managing accounts, forecasting, and closing deals.

Internet Software & Services
1K-5K
Founded 2014
$489M raised
View All Jobs 17

Description

  • Lead structured value discovery sessions with executive, economic, and operational stakeholders in mid-to-late stage enterprise deals.
  • Build data-backed ROI models and business cases that quantify productivity gains, pipeline velocity, revenue lift, and cost avoidance.
  • Present value findings and investment justifications to C-suite and VP-level stakeholders.
  • Own the business case end-to-end from discovery interviews through executive presentation, with clear handoffs to AEs and Solutions Consultants.
  • Use MEDDPICC to align business cases to prospect metrics, economic drivers, and decision criteria.
  • Set the roadmap for the value consulting practice, including methodology, tooling, engagement criteria, and continuous improvement.
  • Develop and maintain reusable value assets such as ROI templates, industry benchmarks, discovery frameworks, and executive business review tools.
  • Mentor Solutions Consultants on value-selling techniques, discovery best practices, and financial modeling fundamentals.
  • Partner with GTM leadership, AEs, and Solutions Consultants to align value narratives with the technical win strategy.
  • Work with Customer Success, Product, and Marketing to ensure the value story reflects current platform capabilities and customer outcomes.

Requirements

  • 7+ years of experience in pre-sales, value engineering, management consulting, or financial advisory.
  • Demonstrated experience building and defending business cases or ROI models in enterprise B2B sales cycles.
  • Strong financial acumen and comfort building multi-variable financial models.
  • Ability to speak credibly with CFOs and other finance-oriented buyers.
  • Experience conducting structured stakeholder interviews and synthesizing conflicting inputs.
  • Confident executive presence in C-suite conversations and boardroom-style discussions.
  • Strong written and verbal communication skills with the ability to simplify without losing rigor.
  • Demonstrated proficiency in value-based selling, ROI analysis, and MEDDPICC.
  • Familiarity with Demo2Win is a plus.
  • Ability to operate collaboratively within an existing AE and SC partnership without disrupting momentum.

Benefits

  • Flexible time off.
  • 401(k) to help employees save for the future.
  • Generous medical, dental, and vision coverage for full-time employees and their dependents.
  • Parental leave program with options for a paid night nurse and a gradual return to work.
  • Infertility and assisted reproductive services benefit.
  • Employee referral bonuses.
  • Snacks and beverages in the office, along with company events.
  • Diversity and inclusion programs and employee resource groups.

Interested in this position?

Apply directly on the company website

Apply Now

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