价值顾问负责人
Lead Value Consultant
关于 Outreach
Outreach 于 2014 年成立，是唯一一个完整的代理 AI 平台，专为收入团队设计。Outreach 将代理 AI、对话智能和辅助 AI 结合起来，为收入动作中的数百种用例提供支持。从新客户开发到扩展、交易加速、提高留存率和预测，Outreach AI 自动化工作流程，让销售人员能够专注于更具战略性的对话和行动。收入领导者可以从连接的账户可见性、绩效洞察和每个 GTM 团队的更高预测准确性中受益。世界领先的企事业单位使用 Outreach 来推动他们的收入团队，包括 Databricks、SAP、Siemens 和 Verizon 等。
关于团队
解决方案咨询团队位于技术、策略和客户成功交汇点。作为值得信赖的顾问，我们帮助潜在客户和客户重新思考他们如何与买家互动、加速收入增长并实现 Outreach 的全部价值。
我们与销售、产品、客户成功、专业服务和市场营销紧密合作，因为我们相信最佳的客户成果来自于共同胜利。通过结合深厚的行业知识、咨询方法和 AI 的力量，我们设计创新解决方案，解决复杂的业务挑战并带来可衡量的影响。如果你热衷于协作、持续学习以及塑造 AI 驱动的收入执行的未来，你就会在这里找到归属感。
职位描述
向解决方案咨询副总裁汇报，价值顾问是解决方案咨询组织中的高级专业角色。你将带来财务专业知识和高管级的商业敏锐度，帮助客户从了解 Outreach 能做什么，转变为明确量化其业务影响。
你将在销售周期的关键时刻参与，与复杂机会合作，其中具有说服力的商业案例至关重要。通过与高管利益相关者的定向探索，你将建立数据驱动的 ROI 模型，并交付高管可用的价值叙述，使买家有信心进行投资。
在初次销售之后，你将帮助定义客户生命周期中价值的衡量方式，将售前商业案例与售后价值实现联系起来，以支持采用、续约和扩展。
这不是一个通用的解决方案顾问职位。你是被引入当机会变得复杂时的专业人士。
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About Outreach
Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few.
About the Team
The Solutions Consulting team sits at the intersection of technology, strategy, and customer success. As trusted advisors, we help prospects and customers reimagine how they engage buyers, accelerate revenue growth, and realize the full value of Outreach.
We partner closely with Sales, Product, Customer Success, Professional Services, and Marketing because we believe the best customer outcomes come from winning together. By combining deep industry expertise, a consultative approach, and the power of AI, we design innovative solutions that solve complex business challenges and deliver measurable impact. If you're energized by collaboration, continuous learning, and shaping the future of AI-powered revenue execution, you'll feel right at home on our team.
The Role
Reporting to the VP of Solutions Consulting, the Value Consultant is a senior, specialized role within the Solutions Consulting organization. You bring financial expertise and executive-level business acumen to the opportunities that matter most, helping customers move from understanding what Outreach can do to clearly quantifying its business impact.
You'll engage at pivotal moments in the sales cycle, partnering on complex opportunities where a compelling business case is essential. Through targeted discovery with executive stakeholders, you'll build data-driven ROI models and deliver executive-ready value narratives that give buyers the confidence to invest.
Beyond the initial sale, you'll help shape how value is measured across the customer lifecycle, connecting pre-sale business cases with post-sale value realization to support adoption, renewals, and expansion.
This isn't a generalist Solutions Consultant role. You're the specialist brought in when the opportunity is complex, the stakes are high, and demonstrating measurable business value is critical to winning.
Your Daily Adventures Will Include
Deal Engagement
Engaging mid-to-late stage in 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.
Owning the business case end-to-end once engaged, from discovery interview through executive presentation, with clear handoffs to AE and SC at each stage.
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.
Program Development
Set the roadmap for the value consulting practice including: methodology, tooling, and engagement criteria and continuous improvement.
Developing and maintaining repeatable, scalable value assets: ROI templates, industry benchmarks, value discovery frameworks, and executive business review tools that the broader SC and CS team can use independently on smaller deals.
Mentoring SCs on value-selling techniques, discovery best practices, and financial modeling fundamentals, raising the floor for the entire team.
Cross-Functional Partnership & Enablement
Partner closely with GTM leadership, AEs and Solutions Consultants to align the value narrative with the technical win strategy, ensuring consistency across all stakeholder touchpoints from solutioning through close.
Equip Customer Success to operationalize the value realization framework, enabling them to track outcomes and feed results back into future business cases.
Collaborating 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.
Our Vision of You
Experience: 7+ years in pre-sales, value engineering, management consulting, or financial advisory, with demonstrated experience building and defending business cases or ROI models in enterprise B2B sales cycles.
Financial Acumen: Comfortable building and defending multi-variable financial models; able to speak the language of CFOs and translate operational data into bottom-line impact, and hold your ground when the numbers are challenged.
Discovery Mastery: Skilled at structured stakeholder interviewing, asking precise questions, synthesizing conflicting inputs across stakeholders, and identifying the financial story embedded in operational data.
Executive Presence: Confident and composed facilitating conversations at the C-suite level; equally effective in a working session with RevOps as in a boardroom with a CFO or procurement team.
Strategic Problem Solving: Able to map complex customer environments to clear, quantified value drivers without oversimplifying or overpromising, and without needing to own the full sales cycle to do it well.
Exceptional Communication: Strong written and verbal communicator, your business cases are clear, credible, and compelling to both technical and non-technical audiences. You can simplify without losing rigor.
Collaboration First: You plug into an existing AE and SC partnership at a critical moment 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
Business cases and ROI models consistently accelerate deal velocity and improve win rates in enterprise pursuits where Value Consultant is engaged.
Recognized by AEs, SCs, and prospects as a credible, executive-ready advisor whose involvement materially moves deals forward.
Maintains and scales a library of value assets that the broader SC and Sales teams actively use on deals where a Value Consultant isn't directly engaged.
Demonstrates measurable impact through influenced ARR, POV win rate, and deal size across supported accounts.
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Why You’ll Love It Here
• Flexible time off
• 401k to help you save for the future
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• A parental leave program that includes options for a paid night nurse, and a gradual return to work
• Infertility/ assisted reproductive services benefit
• Employee referral bonuses to encourage the addition of great new people to the team
• Snacks and beverages in the Office, along with fun events to celebrate
• Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military
Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.