Lead Consultant, Strategy & Value

Optimizely•New York, NY

2d•$195,000 - $332,000

About The Position

The Lead Consultant, Strategy & Value is a senior individual contributor and the value expert for Optimizely’s Agent Platform, Opal. The role owns the value motion from initial discovery through the final business case, partnering closely with Account Executives to position Opal’s impact, develop its financial story, and help customers make investment decisions. It calls for high autonomy, a strong quality bar, and the ability to turn complex business problems into clear, defensible value narratives. The consultant leads customer discovery and workshops, builds and defends ROI, TCO, and scenario models, and develops transformation roadmaps and multi-product business cases. They co-lead deal strategy with sales, craft executive-ready narratives, quantify Opal’s differentiation, and help customer stakeholders communicate the case for change internally. The role also develops reusable value materials, customer use cases, industry-specific assets, and thought leadership content. The consultant contributes to the team’s value asset library and represents Optimizely as a subject matter expert at industry events, speaking about the value and strategic impact of agentic content operations.

Requirements

At least 6 years of experience in a customer-facing value, strategy, or consulting role.
Proven experience building and defending business cases and financial models with senior stakeholders, including finance-grade ROI, TCO, and scenario analysis.
Experience leading discovery workshops with multiple customer stakeholders, from practitioners through director and VP levels.
Experience working directly with sales teams on complex, multi-stakeholder deals.
High autonomy, ability to prioritize and own engagements, and ability to produce high-quality outputs with minimal rework.
Financial modelling skills, including the ability to build models with customers and secure shared ownership of assumptions, inputs, and outputs.
Ability to translate complex value logic into executive narratives for directors, VPs, and finance audiences.
Ability to partner strategically with Account Executives and sales leaders.
Understanding of how AI products create measurable business impact and interest in helping customers articulate and prove that value.

Nice To Haves

Experience in SaaS or enterprise technology.
Familiarity with digital experience, content operations, marketing technology, or AI-driven SaaS.
Bachelor of Science or Business Administration degree, or equivalent work experience.

Responsibilities

Lead value discovery before demonstrations and throughout the sales cycle, including structured workshops with multiple customer stakeholders.
Own the value plan from discovery through proposal in close partnership with the Account Executive.
Build ROI, TCO, and scenario models with customers and establish shared ownership of the assumptions, inputs, and outputs.
Produce transformation roadmaps and multi-product business cases with clear narratives that withstand finance scrutiny.
Co-captain deal strategy with the Account Executive, shaping story points, stakeholder sequencing, and proposal-stage narratives.
Deliver executive-ready narratives that connect business outcomes to investment logic and prepare customer stakeholders to present internally.
Present to director-, VP-, and ELT-level audiences as needed, adapting communication to the audience and decision.
Quantify Opal’s differentiation from alternatives and develop a defensible economic argument for change.
Develop reusable value materials and models, and promote adoption with clear guidance for team self-service.
Create outcome-led customer use cases, references, and industry-specific assets for broader team use.
Contribute to and improve the team’s value asset library using learnings from deals.
Develop and publish thought leadership, including whitepapers, blog posts, and event materials, aligned with Opal’s priority themes.
Represent Optimizely as a subject matter expert at industry events, communicating the value and strategic impact of agentic content operations.