Website Varicent
Growth Isn’t Guesswork. It’s Orchestration.
Job Title: Business Value Consultant – Sales Performance Management (SPM) / Revenue Optimization
Location: Remote – United States
Company: Varicent
Department: Business Value / Value Advisory
Employment Type: Full-Time
Experience Level: 7+ Years (Management Consulting or Enterprise SaaS Value Advisory)
Industry: Sales Performance Management (SPM) / Revenue Performance / Enterprise SaaS
Also See: Senior Business Analyst (Remote)
About Varicent
Varicent is redefining the Sales Performance Management (SPM) market. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped revenue potential.
We are a market leader, recognized in the 2025 Forrester Wave Report for SPM, the 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, and G2. Our solutions are trusted by global industry leaders including T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody’s, and Stryker.
At Varicent, you will:
-
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 Opportunity: Business Value Consultant
As a Business Value Consultant, you will serve as a trusted advisor and strategic partner to our most complex enterprise customers and prospects. You will sit at the intersection of strategy, finance, and sales, building and delivering comprehensive business value assessments, ROI analyses, and financial models that support multi-million-dollar SaaS software investments.
This is a high-impact, high-visibility role for an experienced consultant who can engage senior executives (CROs, CFOs, Sales VPs), drive alignment on strategic goals, and craft compelling value narratives that accelerate purchasing decisions and ensure long-term customer adoption.
You will work cross-functionally with Sales, Pre-Sales, Product, Marketing, and Customer Success to embed value-based selling into every stage of the customer lifecycle.
What You’ll Own
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 value proposals, including:
-
ROI models (return on investment)
-
TCO analyses (total cost of ownership)
-
Detailed financial impact assessments (revenue growth, cost savings, operational efficiencies)
-
-
Summarize value assessments into value realization studies to publish trends, findings, and Varicent research on aggregate customer outcomes.
Executive Engagement & Influence
-
Partner with senior executives and decision-makers (CRO, CFO, Sales VP, Revenue Operations) 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 & ROI Development
-
Build sophisticated financial models that quantify the business impact of Varicent’s solutions.
-
Use advanced analytics to support scenario planning and sensitivity analyses, helping customers make informed investment decisions.
-
Maintain a repository of standardized ROI frameworks and tools to ensure consistency and scalability.
-
Develop lightweight ROI tools for earlier use in the sales cycle (self-service by sales reps).
Cross-Functional Collaboration
-
Work closely with Sales, Pre-Sales, Product, Marketing, and Customer Success to align on customer objectives and deliver compelling business cases.
-
Partner with Customer Success to track value commitments and measure progress over time, identifying upsell/cross-sell opportunities.
-
Align with Pre-Sales to ensure demo priorities are tightly coupled to customer value drivers.
-
Provide “voice of the customer” feedback to inform product development and go-to-market strategies.
Industry Expertise & Thought Leadership
-
Leverage deep expertise in sales/revenue performance management, sales operations, and go-to-market strategies to contextualize business value discussions.
-
Reference industry trends, benchmarks, and best practices to guide customer decision-making.
-
Contribute to Varicent’s thought leadership through white papers, webinars, and industry presentations.
Continuous Improvement & 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 You Bring (Required Qualifications)
Experience & Background
-
7+ years in management consulting (top-tier firm preferred) or a similar strategic advisory role, with a focus on delivering ROI and business value assessments to enterprise clients.
-
Proven experience engaging with and influencing senior executives (C-level, SVP/VP) within large organizations.
Financial & Analytical Acumen
-
Demonstrated ability to build detailed financial models and conduct complex ROI analyses.
-
Proficiency in leveraging data to support business cases and inform strategic recommendations.
-
Advanced Excel skills (financial modeling, scenario analysis, sensitivity tables).
Sales & Revenue Operations Knowledge
-
Strong understanding of sales performance management (SPM), go-to-market strategies, and enterprise sales cycles.
-
Familiarity with sales operations, commission planning, territory design, or incentive compensation is a significant advantage.
Communication & Executive Presence
-
Exceptional verbal and written communication skills.
-
Talent for simplifying complex concepts and presenting them persuasively to executive audiences.
-
Comfort and credibility in boardroom settings.
Preferred Qualifications (Standout Candidates)
-
Management consulting pedigree (McKinsey, Bain, BCK, Deloitte, Accenture Strategy, etc.) or boutique strategy firm experience.
-
Familiarity with Sales/Revenue Performance Management (SPM) products—Varicent, Anaplan, Xactly, or similar vendors.
-
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.
Success Outcomes: Your First Year at Varicent
1–3 Months: Foundation & Quick Wins
-
Deep onboarding into Varicent’s products, solutions, and existing value frameworks.
-
Build strong cross-functional relationships with Sales, Pre-Sales, Product, CS, and Marketing.
-
Participate in active sales cycles to adapt and refine ROI modeling approaches.
-
Identify immediate gaps and present an action plan for quick-win improvements (templates, tools, data sources).
6 Months: Scaling & Influencing Deals
-
Roll out standardized business value assessment toolkit (ROI models, TCO analyses, value decks) across the sales organization.
-
Lead strategic engagements with 3–5 enterprise prospects, delivering comprehensive value assessments that help close multi-million-dollar deals.
-
Track and report on outcome-based metrics: deal velocity, ARR uplift, conversion rates.
9+ Months: Strategic Impact & Continuous Improvement
-
Scale value management approach across multiple teams, influencing executive-level deals.
-
Mature the Value Management framework: partner with CS to measure realized ROI post-deployment and identify expansion opportunities.
-
Enhance ROI modeling tools (incorporate AI-driven analytics, industry benchmarks).
-
Present quarterly business reviews quantifying Value Advisory’s contribution (incremental revenue, shortened sales cycles, higher win rates).
Why Join Varicent?
Impact & Scale
-
Sit at the heart of our biggest sales opportunities—your work directly influences multi-million-dollar enterprise purchasing decisions.
-
Partner with global industry leaders (T-Mobile, ServiceNow, Moody’s, Stryker) on their most strategic revenue initiatives.
-
Help shape the future of revenue performance management for enterprises worldwide.
Compensation & Benefits
-
Highly competitive compensation commensurate with experience (details available during interview process).
-
Comprehensive benefits package including:
-
Healthcare coverage
-
401(k) with company match
-
Paid time off and holidays
-
Family-friendly benefits including parental leave
-
Wellness and employee assistance programs
-
Flexibility & Culture
-
100% remote – work from anywhere in the United States.
-
Collaborative, innovative, diverse team environment.
-
Supportive leadership invested in your professional growth.
-
Limitless opportunities for advancement as Varicent scales.
Recognition & Market Leadership
-
Join a company recognized as a market leader by Forrester, Gartner, Ventana Research, and G2.
-
Work with cutting-edge SaaS technology at the forefront of revenue performance.
-
Be part of an elite team redefining how the world’s leading companies manage revenue.
Ready to Define Business Value for the World’s Leading Enterprises?
If you are a strategic consultant with a passion for quantifying impact, influencing executives, and driving revenue transformation, we want to meet you.
Apply Now: Varicent – Business Value Consultant