Business Value Consultant

Overview

At Varicent, we’re not just transforming the Sales Performance Management (SPM) market—we’re redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent has been recognized as a market leader in the 2025 Forrester Wave for SPM, the 2023 Ventana Research RPM Value Index, Gartner Peer Insights, the 2024 Gartner SPM Market Guide, and G2.

Our solutions are trusted by a diverse range of global industry leaders.

Here’s why you’ll thrive at Varicent:

• Innovate with
  
  Purpose:
  
  Build impactful solutions for customers worldwide.
• Join Excellence:
  Work in a diverse, collaborative, and innovative team.
• Shape the Future:
  Lead in redefining revenue optimization.
• Grow Together:
  Unlock your potential in a supportive environment.

The Business Value Consultant at Varicent will serve as a trusted advisor and strategic partner to complex enterprise customers and prospects. This role requires an experienced professional with consulting expertise who can build and deliver comprehensive business value assessments, ROI analyses, and other financial modeling to support multi-million-dollar SaaS software investments. The ideal candidate will have experience working with senior executives in sales and revenue teams, driving alignment on strategic goals, and crafting compelling value-focused models and presentations that demonstrate the transformative impact of Varicent’s solutions.

This is a high-impact role that combines strategic thinking, financial acumen, and stakeholder management to influence enterprise purchasing decisions and accelerate customer adoption.

• Strategic Business Value Assessments:
  Collaborate with enterprise customers and prospects to deeply understand their strategic priorities, pain points, and business challenges
• Develop and deliver comprehensive business value proposals, including ROI models, TCO analyses, and detailed financial impact assessments
• Quantify the potential business benefits of Varicent’s solutions, including revenue growth, cost savings, and operational efficiencies
• Summarize value assessments in value realization studies to publish trends, findings, and Varicent research on aggregate customer trends
• Customer Executive Engagement:
  Partner with senior executives and decision-makers to align on strategic objectives and build consensus for Varicent’s solutions
• Present tailored business value narratives to C-suite stakeholders, ensuring clarity and resonance with their organizational goals
• Act as a strategic advisor, fostering trusted relationships that enhance customer confidence and commitment
• Financial Modeling and ROI Development:
  Build sophisticated financial models that quantify the value of Varicent’s solutions
• Use advanced analytics to support scenario planning and sensitivity analyses
• Maintain a repository of standardized ROI frameworks and tools to ensure consistency and scalability
• Develop lighter-weight ROI tools to be used earlier in sales cycles
• Collaboration and Cross-Functional Alignment:
  Work with sales, product, marketing, and customer success teams to align on customer objectives and deliver compelling business cases
• Work with CS to track value commitments and measure progress over time
• Work with pre-sales to tightly align demo priorities to customer value
• Provide “voice of the customer” feedback to internal teams to inform product development and go-to-market strategies
• Industry Expertise:
  Leverage expertise in sales/revenue performance management and go-to-market strategies to contextualize business value discussions
• Reference and provide insights into industry trends and best practices
• Continuous Improvement and Enablement:
  Conduct enablement sessions with sales and account teams to enhance their ability to articulate Varicent’s value and ROI; regularly review and optimize business value deliverables

Required Experience:

• Management Consulting Expertise: 7+ years in management consulting or a similar role, with experience delivering ROI and business value…