Torchora
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Key Responsibilities and Required Skills for a Value Consultant

💰 $140,000 - $195,000

SalesPre-SalesConsultingStrategyCustomer Success

🎯 Role Definition

As a Value Consultant, you are the strategic financial and business advisor in the sales process. You will partner directly with our enterprise sales teams, C-level client executives, and internal stakeholders to identify, quantify, and articulate the business and financial value of our solutions. This role is pivotal in building compelling, data-driven business cases that justify strategic investments. You will act as a consultative partner, leading discovery workshops, creating bespoke financial models (ROI/TCO), and presenting your findings to senior decision-makers. Your work will directly influence deal closure, accelerate sales cycles, and establish our company as a trusted strategic partner for our most important customers.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Management Consultant / Strategy Consultant
  • Senior Financial Analyst / FP&A
  • Sales Engineer / Solutions Consultant
  • Business Analyst

Advancement To:

  • Senior / Principal Value Consultant
  • Manager / Director of Value Consulting
  • Director of Sales Strategy & Operations
  • Enterprise Sales Director

Lateral Moves:

  • Product Marketing Manager
  • Enterprise Account Executive
  • Customer Success Director

Core Responsibilities

Primary Functions

  • Lead and facilitate executive-level discovery workshops with prospective and current customers to uncover strategic business priorities, key initiatives, and critical pain points.
  • Develop and deliver compelling, C-suite ready business cases and value propositions, complete with industry-specific benchmarks and tailored financial metrics.
  • Construct sophisticated and customized financial models, including ROI, TCO, NPV, and payback period analyses, to quantify the potential value of our solutions.
  • Partner with Enterprise Account Executives to develop and execute strategic account plans and value-based selling strategies for high-priority opportunities.
  • Articulate the tangible and intangible business value of our platform through powerful storytelling, translating complex technical features into clear business outcomes.
  • Present strategic recommendations and financial findings to senior executive stakeholders (CFO, CIO, COO) to gain consensus and secure investment approval.
  • Create and manage a library of reusable value assets, including value calculators, presentation templates, industry benchmark reports, and discovery questionnaires.
  • Collaborate with product marketing and product management to refine and scale our value messaging and positioning based on field experience and customer feedback.
  • Drive the development of thought leadership content, such as white papers, blog posts, and webinar materials, centered on business value and digital transformation.
  • Act as a key subject matter expert on value selling methodologies, providing coaching and enablement to the broader sales organization.
  • Conduct post-sale value realization studies to analyze and document the actual value and ROI achieved by our customers, creating powerful proof points.
  • Engage with customer finance and procurement departments to de-risk the commercial and financial aspects of a proposal.
  • Perform deep-dive industry and company research to understand market trends and a customer's specific financial situation and strategic goals.
  • Map customer challenges and business processes to our solution capabilities, identifying the most significant levers for value creation.
  • Build strong relationships with customer champions and economic buyers, establishing yourself as a trusted advisor throughout the sales cycle.
  • Work closely with Solutions Architects to ensure that the proposed technical solution aligns perfectly with the defined business case and value drivers.
  • Continuously innovate and refine the Value Consulting team's engagement model, tools, and best practices to enhance effectiveness and scale.
  • Support the negotiation process by providing data-driven justification for pricing and commercial terms based on the quantified value.
  • Analyze sales pipeline data to proactively identify opportunities where a value-based engagement could significantly impact the outcome.
  • Champion a culture of value-based selling across the entire go-to-market organization, from sales and marketing to customer success.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis to uncover new value hypotheses.
  • Contribute to the organization's go-to-market strategy and annual planning roadmap.
  • Collaborate with business units to translate customer value needs into product enhancement requirements.
  • Participate in sprint planning and agile ceremonies when collaborating on internal tool development for the value team.

Required Skills & Competencies

Hard Skills (Technical)

  • Financial Modeling: Expert-level proficiency in building dynamic financial models in Excel/Google Sheets, including ROI, TCO, NPV, and IRR analysis.
  • Business Case Development: Proven ability to structure, write, and present compelling, C-level ready business cases and proposals.
  • Presentation & Storytelling: Mastery of PowerPoint/Google Slides to visualize data and build persuasive, executive-level narratives.
  • Value Engineering Methodologies: Deep understanding of value-based selling frameworks and consultative engagement techniques.
  • CRM & Sales Tools: Familiarity with Salesforce (SFDC) for tracking opportunities and collaboration.
  • Business Intelligence (BI) Tools: Working knowledge of tools like Tableau or Power BI for data analysis and visualization is a plus.
  • Industry Acumen: Strong grasp of business operations, financial principles, and key performance indicators (KPIs) relevant to target industries (e.g., SaaS, Retail, Finance).

Soft Skills

  • Executive Presence: The ability to command a room and build credibility with senior executives and C-suite stakeholders.
  • Consultative Mindset: A natural curiosity and skill in asking probing questions to diagnose complex business problems.
  • Strategic Thinking: Ability to connect disparate pieces of information to see the bigger picture and formulate a winning strategy.
  • Stakeholder Management: Adept at navigating complex organizational structures and aligning diverse groups of stakeholders.
  • Exceptional Communication: World-class written, verbal, and presentation skills, with the ability to simplify complex topics.
  • Facilitation Skills: Experience leading interactive workshops and discovery sessions with senior-level participants.
  • Collaboration: A team-player attitude with a proven ability to work effectively with sales, marketing, product, and customer success teams.
  • Problem-Solving: Strong analytical and quantitative problem-solving skills, with a data-driven approach to decision-making.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree is required.

Preferred Education:

  • Master of Business Administration (MBA) or a Master's degree in a related field.

Relevant Fields of Study:

  • Finance / Economics
  • Business Administration
  • Information Systems / Computer Science

Experience Requirements

Typical Experience Range: 5-12 years

Preferred: 7+ years of experience in a client-facing, strategic role such as management consulting, investment banking, corporate strategy, or a pre-sales value engineering/consulting function within a B2B technology or SaaS company. Direct experience engaging with C-level executives is highly desirable.

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