Principal Value Consultant

Deal Engagement

• Engaging on the most complex, highest-stakes enterprise pursuits to lead structured value discovery sessions with economic buyers and operational stakeholders: CROs, CFOs, COOs, VPs of RevOps, and Sales leadership. 
• Building rigorous, data-backed ROI models and business cases that quantify the financial impact of Outreach adoption, covering productivity gains, pipeline velocity, revenue lift, and cost avoidance. 
• Presenting value findings and investment justifications to C-suite and VP-level stakeholders with confidence, credibility, and the ability to handle scrutiny from finance-oriented buyers. 
• Leveraging MEDDPICC to anchor business cases to the prospect's metrics, economic drivers, and decision criteria in a way that directly supports the AE's close strategy. 

Practice Architecture & Governance

• Own the operating model for the value consulting function: methodology, tooling, engagement criteria, and the build-vs-buy decision on external partners or vendors, including evaluating whether outside methodology and IP should be brought in-house or replaced. 

• Design and codify a "lite" version of the solution assessment that Solutions Consultants and Account Executives can run independently on smaller or earlier-stage opportunities, multiplying the function's reach well beyond what any single practitioner could deliver personally. 

• Define the success framework itself, not just report against one: establish which KPIs actually reflect impact (closed-won value influenced, not raw activity or engagement volume) and hold the broader team accountable to that standard. 

• Build and maintain the reusable asset library ROI templates, industry benchmarks, discovery frameworks, and executive business review tools, that the broader SC and CS teams use independently on deals where you are not directly engaged. 
• Mentor and raise the floor for the entire Solutions Consulting team on value-selling technique, discovery practice, and financial modeling fundamentals. 

Cross-Functional Partnership & Enablement

• Partner with GTM leadership, AEs, and Solutions Consultants to align the value narrative with the technical win strategy, ensuring consistency from solutioning through close. 

• Equip Customer Success to operationalize the value realization framework so pre-sale business cases connect directly to post-sale adoption, renewal, and expansion outcomes. 

• Collaborate with Product and Marketing to ensure Outreach's value story reflects current platform capabilities and real customer outcomes, including AI-driven workflows through Amplify, Kaia, and Research Agent. 

• Represent the value consulting function in cross-functional governance forums, defending scoping, resourcing, and methodology decisions to senior internal stakeholders (RevOps, GTM leadership, Chief of Staff), not only to customers. 

Our Vision of You

• Experience: 10+ years in pre-sales, value engineering, management consulting, or financial advisory, including demonstrated experience building a value consulting or value engineering function from the ground up, not just operating inside one someone else designed. You can name the program, the company, and the adoption results. 

• Financial Acumen: Comfortable building and defending multi-variable financial models; able to speak the language of CFOs, translate operational data into bottom-line impact, and hold your ground when the numbers are challenged. 

• Organizational Design Sense: Able to evaluate build-vs-buy tradeoffs on methodology and tooling, and to design a tiered engagement model (full assessment vs. self-serve "lite" version) that scales beyond your own bandwidth. 

• Discovery Mastery: Skilled at structured stakeholder interviewing, synthesizing conflicting inputs across stakeholders, and identifying the financial story embedded in operational data. 

• Executive Presence, Internally and Externally: Confident and composed facilitating conversations at the C-suite level with customers, and equally comfortable defending a methodology or resourcing decision to internal senior leadership. 

• Strategic Problem Solving: Able to map complex customer environments to clear, quantified value drivers without oversimplifying or overpromising. 

• Exceptional Communication: Your business cases and your internal recommendations are clear, credible, and compelling to both technical and non-technical audiences. 

• Collaboration First: You plug into existing AE and SC partnerships at critical moments and make the whole team better without disrupting established momentum. 
• Continuous Learning: Actively developing fluency in AI-driven sales processes, revenue intelligence, and the evolving landscape of go-to-market technology. 
• Training & Certifications: Demonstrated proficiency in value-based selling, ROI analysis, and MEDDPICC. Familiarity with Demo2Win is a plus. 

How Success is Measured

• The value consulting practice operates on a codified methodology and KPI framework that you designed and defend, tied to closed-won value influenced, not activity volume. 

• A self-serve "lite" assessment is in active use by Solutions Consultants and Account Executives on deals where you are not personally engaged. 

• Business cases and ROI models you lead personally consistently accelerate deal velocity and improve win rates on the most complex enterprise pursuits. 

• Recognized by AEs, SCs, and senior internal stakeholders as the final word on value methodology, tooling decisions, and program design, not just a strong individual contributor. 

• Demonstrates measurable impact through influenced ARR, POV win rate, and adoption of the scaled assessment model across the broader GTM organization.