Business Value Consultant

Varicent • Tallahassee, FL

6h

About The Position

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 stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. 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.
Join us at Varicent—where your talent and ambition meet limitless opportunities for success!
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.

Requirements

• Management Consulting Expertise: 7+ years in management consulting or a similar role, with experience delivering ROI and business value assessments to enterprise clients
• Financial Acumen: Demonstrated ability to build detailed financial models and conduct complex ROI analyses
• Enterprise Stakeholder Management: Proven experience engaging with and influencing senior executives within large organizations
• Sales and Sales Operations Knowledge: Strong understanding of sales performance management, go-to-market strategies, and enterprise sales cycles
• Data-Driven Decision Making: Proficiency in leveraging data to support business cases and inform strategic recommendations
• Communication Excellence: Exceptional verbal and written communication skills, with a talent for simplifying complex concepts and presenting to executive audiences

Nice To Haves

• Familiarity with Sales/Revenue Performance Management (SPM) products such as Varicent, Anaplan, Xactly, or similar vendor
• Experience supporting multi-million-dollar SaaS software deals in enterprise settings
• Advanced degree (MBA or equivalent) in a relevant field
• Background in sales operations, strategy, or consulting roles within the technology or SaaS industry

Responsibilities

• 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, finding, 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 in terms of business impact
• Use advanced analytics to support scenario planning and sensitivity analyses, helping customers make informed decisions
• 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 closely with sales, product, marketing, and customer success teams to align on customer objectives and delver compelling business cases
• Work with CS to help track value commitments and measure progress over time (identifying opportunities for pricing decisions and cross-sell motions)
• 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, sales operations, and go-to-market strategies to contextualize business value discussions
• Reference and provide insights into industry trends, benchmarks, and best practices to guide customer decision-making
• 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 to ensure relevance and impact

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed