Director Value and Strategy Advisory

About the Role

As a Strategy and Value Senior Consultant, you operate as both a force multiplier across the sales organization and a direct strategic resource on our most strategic deals. In the first mode, you work across the deal lifecycle, advising Account Executives on deal strategy, shaping how they approach value conversations, and coaching them on the effective use of our proprietary value modeling platform.

You build their capability to develop credible value hypotheses and deliver compelling early‑stage presentations independently, expanding the organization's overall capacity to sell on value rather than features. In the second mode, for our most complex and strategically significant opportunities, you lead pre‑sales teams’ on‑site business process discovery, own the formal business case end‑to‑end, and deliver executive‑level presentations directly to C‑suite economic buyers.

The role works across industry‑aligned sales teams, but is expected to develop industry‑specific knowledge and conversancy to evidence credibility with buying executives. Central to the role is a deep understanding and dexterity in identifying where and how traditional automation, AI, and agentic AI add measurable customer‑C‑suite relevant business value in the customer experience space. The role reports to the Vice President of Presales Strategy and Solution Engineering and is closely aligned with Regional Sales Vice Presidents and the Americas Senior Vice President of Sales.

The role is located in and supports deals primarily in North America.

• Engage early in the sales cycle as a strategic advisor to Account Executives (AEs), helping them assess deal structure, identify economic and organizational decision dynamics, and develop a winning approach before the opportunity is fully formed.
• Advise on stakeholder mapping, competitive positioning, and the sequencing of value conversations to establish favorable evaluation criteria ahead of formal RFP or executive review processes.
• Contribute to account planning, pipeline reviews, and deal qualification sessions—providing an informed perspective on deal health, strategic risk, and the levers most likely to accelerate or stall a decision.
• Guide AEs on cost‑of‑delay and cost‑of‑inaction framing as a tool for creating urgency with economic buyers without resorting to discount‑driven pressure.

• Coach AEs on the use of our proprietary business case modeling tool for early‑stage value hypothesis development—building their confidence and fluency so they can lead initial value conversations independently.
• Review and provide structured feedback on AE‑developed value models and presentations, ensuring analytic credibility, accurate assumption‑setting, and appropriate calibration of projected outcomes.
• Contribute to repeatable coaching frameworks, value hypothesis templates, and discovery conversation guides that raise the baseline capability of the sales team across verticals.
• Act as an internal resource and escalation point when AEs encounter challenging financial questions, executive objections, or modeling scenarios that exceed their current capability.

• Lead on‑site business process discovery engagements at our most strategic accounts—facilitating structured workshops and executive interviews designed to surface operational inefficiencies, cost drivers, and high‑priority business outcomes.
• Lead team mapping current‑state processes across relevant operational domains with the rigor of management consults, producing a prioritized inventory of value potential that is analytically grounded and commercially actionable.
• Synthesize discovery findings into structured outputs that serve as the foundation for the formal business case and inform the broader deal strategy.

• Own end‑to‑end construction and delivery of formal business cases on priority accounts using our proprietary modeling platform and bespoke analyses to customer's specific financial context and decision criteria.
• Build models that withstand…