Lead Consultant, Strategy & Value

Optimizely•New York, NY

7h•$195,000 - $332,000

About The Position

The Lead Consultant, Strategy & Value is a senior individual-contributor role serving as the value expert for Optimizely’s Agent Platform, Opal. The role owns the value motion end to end, partnering closely with Account Executives to shape how Opal’s impact is positioned, build the financial story, and help customers make confident investment decisions. It calls for high autonomy and the ability to turn complex business problems into clear, defensible value narratives. The consultant leads value discovery and workshops with customer stakeholders, builds and defends ROI, TCO, and scenario models, and develops transformation roadmaps and multi-product business cases. In partnership with sales, the role shapes deal strategy and proposal narratives, presents to senior audiences, and articulates Opal’s differentiation. The position also develops reusable value materials, customer use cases, industry assets, and thought leadership, and represents Optimizely as a subject matter expert at industry events.

Requirements

At least 6 years of experience in a customer-facing value, strategy, or consulting role.
Proven track record 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 to director and VP level.
Experience working directly with sales teams on complex, multi-stakeholder deals.
Ability to own engagements, manage prioritization, and deliver high-quality work with minimal rework.
Strong financial modelling skills, including building models with customers and agreeing on assumptions, inputs, and outputs.
Ability to communicate complex value logic through clear executive narratives for directors, VPs, and finance audiences.
Ability to partner strategically with Account Executives and sales leaders.
Understanding of how AI products can 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 demos and throughout the sales cycle, including structured workshops with multiple customer stakeholders to identify outcomes, assumptions, and business-case inputs.
Own the value plan from discovery through proposal, partnering with the Account Executive to shape, position, and defend value throughout the deal.
Build ROI, TCO, and scenario models with customers and establish shared ownership of the inputs and outputs.
Produce transformation roadmaps and multi-product business cases with clear narratives that withstand finance scrutiny and advance deals.
Co-captain deal strategy with the Account Executive, shaping story points, stakeholder sequencing, and proposal-stage narratives.
Deliver executive-ready narratives connecting business outcomes to investment logic, and prepare customer stakeholders to present the case internally.
Present to director-, VP-, and ELT-level audiences as needed, adapting communication to the audience and decision.
Quantify Opal’s differentiation against alternatives and build a defensible economic case for change.
Develop reusable value materials and models, and encourage adoption across the team through clear guidance.
Create outcome-led customer use cases, references, and industry-specific assets for wider 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, speaking about the value and strategic impact of agentic content operations.