Principal Value Management Advisor

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Reporting to Chief Growth Officer Principal Value Management Advisor 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 multimilliondollar 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 valuefocused models and presentations that demonstrate the transformative impact of Varicents solutions.This is a highimpact role that combines strategic thinking financial acumen and stakeholder management to influence enterprise purchasing decisions and accelerate customer adoption.

WHAT YOU WILL DO:

1. 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 Varicents solutions including revenue growth cost savings and operational efficiencies

2. Customer Executive Engagement
Partner with senior executives and decisionmakers to align on strategic objectives and build consensus for Varicents solutions
Present tailored business value narratives to Csuite stakeholders ensuring clarity and resonance with their organizational goals
Act as a strategic advisor fostering trusted relationships that enhance customer confidence and commitment

3. Financial Modeling and ROI Development
Build sophisticated financial models that quantify the value of Varicents 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

4. Collaboration and CrossFunctional 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 crosssell motions)
Work with presales to tightly align demo priorities to customer value
Provide voice of the customer feedback to internal teams to inform product development and gotomarket strategies

5. Industry Expertise
Leverage expertise in sales performance management sales operations and gotomarket strategies to contextualize business value discussions
Reference and provide insights into industry trends benchmarks and best practices to guide customer decisionmaking

6. Continuous Improvement and Enablement
Conduct enablement sessions with sales and account teams to enhance their ability to articulate Varicents value and ROI
Regularly review and optimize business value deliverables to ensure relevance and impact

WHAT YOU WILL BRING:

Required Experience:

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 gotomarket strategies and enterprise sales cycles
DataDriven 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

Preferred Experience:

Familiarity with Sales Performance Management (SPM) products such as Varicent Anaplan Xactly or similar vendor
Experience supporting multimilliondollar 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

SUCCESS OUTCOMES:

• 13 Months: Foundation & Quick Wins
• Deep Onboarding & Relationship Building: Gain a thorough understanding of Varicents products solutions and existing value frameworks or tools. Build strong crossfunctional relationships (Sales PreSales Product Customer Success Marketing etc. to understand the current landscape of value at Varicent.
• Initial Customer Engagement: Participate in a few active sales cycles or customer engagements to begin adapting/refining the current approach to ROI modeling and value proposition. Draft at least one lightweight business value model or ROI assessment for a live customer opportunity.
• Gap Analysis & Action Plan: Identify any immediate gaps or inefficiencies in Varicents current business value methodology (templates playbooks or data sources). Present an action plan to leadership outlining quickwin improvementsfor example updating an existing ROI model template benchmark sources or creating a new starter deck for Sales.
• Establish Key Metrics: Align with leadership on how success and impact will be measured (e.g. deal acceleration increase in ACV or pipeline conversion rates). Define a preliminary set of Key Performance Indicators (KPIs) to track such as the number of customer deliverables delivered or average time to complete an ROI analysis.
• 6 Months: Scaling & Influencing Deals
• Standardized Value Frameworks: Roll out a standardized business value assessment toolkit (ROI models TCO analyses value messaging decks) for use across multiple sales motions. Train or enable core members of the internal business team (e.g. Sales PreSales CS) teams on these tools to ensure consistency in how Varicents value is articulated.
• HighImpact Customer Engagements: Lead strategic business value engagements with key enterprise prospects. Deliver at least 35 comprehensive value assessments that help close or accelerate multimilliondollar SaaS deals.
• CrossFunctional Collaboration: Partner with internal business team to gather feedback from early engagements. Incorporate realworld customer insights (e.g. pilot results actual ROI metrics) back into the value models refining assumptions and benchmarks.
• Data & KPI Tracking: Track and report on outcomebased metricse.g. the impact of deliverables on deal velocity average ARR uplift or expansion opportunities within existing accounts.
• 9 Months and Beyond: Strategic Impact & Continuous Improvement
• Drive Broader Enterprise Adoption: Scale the value management approach across multiple internal business teams. Influence and support strategic deals at the executive/Csuite level serving as a trusted advisor to top Varicent clients.
• Mature the Value Program: Implement an ongoing Value Management framework: collaborate with core members of the internal business team (e.g. Customer Success) to measure and validate realized ROI postdeployment. Identify upsell or crosssell opportunities based on these value measurements working with Sales to expand within key accounts.
• Refinement & Innovation: Continuously enhance ROI modeling tools (e.g. incorporate AIdriven analytics or industry benchmarks) making them more sophisticated and easy to use. Launch a second lightweight ROI tool that sales reps can use early in the funnel without direct Value Advisor involvement.
• Measure & Celebrate Success: Present quarterly business reviews to Varicent leadership quantifying the overall contribution of Value Advisory (e.g. incremental revenue shortened sales cycles higher win rates). Evolve strategy based on feedback new market demands and product innovationsposition the Value Advisory team as a core differentiator in Varicents gotomarket approach.