Walsh Employment
Senior Business Value Consultant
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Senior Value Strategy Consultant
Enterprise Software
LONDON | HYBRID: THREE DAYS IN THE OFFICE, TWO DAYS REMOTE
The Opportunity
A successful global enterprise software company is looking for a commercially minded and analytical Senior Value Strategy Consultant to join its customer-facing sales organization.
This position will play an important role in helping enterprise customers understand and quantify the business impact of complex technology investments. Working closely with sales, solution consulting, and senior customer stakeholders, you will develop compelling, evidence-based business cases using measures such as ROI, total cost of ownership, net present value, and payback period.
The ideal candidate combines rigorous financial analysis with excellent discovery, communication, and presentation skills - and can translate technical capabilities into clear commercial outcomes.
What You'll Do
- Customer partnership: Work with enterprise sales teams and customer stakeholders to identify business priorities, operational challenges, and measurable value drivers.
- Value discovery: Lead discovery discussions and workshops throughout complex, multi-stakeholder sales cycles.
- Business cases: Develop persuasive analyses that connect technology investments with financial, operational, and strategic outcomes.
- Financial modelling: Build models covering ROI, TCO, NPV, payback periods, productivity gains, risk reduction, and other relevant measures.
- Executive communication: Present findings and recommendations to senior financial, technology, and business leaders.
- Sales enablement: Create practical tools, templates, and methodologies that help sales teams incorporate value-based selling into customer conversations.
- Capability building: Coach enterprise and mid-market sales teams on business-value principles and processes.
- Deployment economics: Evaluate the commercial impact of SaaS and customer-managed deployment models.
- Cross-functional alignment: Collaborate with product and marketing teams to strengthen value propositions and ensure alignment with customer needs.
- Market insight: Research industry trends, relevant benchmarks, and competitive developments to support customer-facing analyses.
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What You'll Bring
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- Education: A bachelor's degree is required; an MBA or another relevant postgraduate qualification would be an advantage.
- Relevant experience: At least five years in business value consulting, value engineering, management consulting, solution consulting, pre-sales, or a related customer-facing advisory role.
- Enterprise technology: Experience supporting complex B2B technology sales, ideally within SaaS, cloud infrastructure, developer technology, cybersecurity, or another technical software environment.
- Financial analysis: Strong spreadsheet-based modelling skills, including experience creating ROI and TCO assessments.
- Practical judgement: The ability to build credible analyses when customer data is incomplete or requires careful validation.
- Discovery: A thoughtful questioning style that uncovers business priorities, challenges, and value drivers.
- Communication: Strong facilitation and presentation skills across both executive and technical audiences.
- Executive presence: Confidence presenting financial analysis to senior leaders and facilitating workshops with technical stakeholders.
- Complex sales cycles: Experience working with enterprise or strategic customers in multi-stakeholder environments.
- Global perspective: The ability to communicate effectively across cultures, regions, and business environments.
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