About the job
YOUR MISSION:
As a Senior Value Consultant at Parloa, you will take ownership of the financial and business case for our most significant enterprise AI initiatives. Your primary goal is to design and validate CFO-grade ROI models, business cases, and value narratives that transition Parloa’s sales approach from a feature-driven to a value-driven strategy.
You will operate at the crossroads of Sales, Solutions Engineering, and executive stakeholders, translating Parloa’s AI capabilities into economically sound outcomes that withstand enterprise-level scrutiny. Your contributions will empower customers to make informed investment choices and position Parloa as a preferred vendor known for clarity, rigor, and transparency of value.
This role goes beyond generic consulting or presentation materials; it is about applied value engineering: crafting foundational business cases under tight deadlines, with incomplete data, within complex enterprise purchasing committees, and making the numbers irrefutable.
IN THIS ROLE YOU WILL:
- Own enterprise value engagements: Lead and manage value engineering throughout the sales lifecycle, from initial value framing to late-stage deal support and post-implementation value validation, primarily for opportunities exceeding $1M.
- Build CFO-grade business cases: Create first-principles ROI models that demonstrate Parloa’s impact on cost reduction, productivity, revenue, and customer experience, ensuring they can withstand scrutiny from executives, finance, and procurement teams.
- Run executive value discovery: Conduct executive-level discovery sessions and value workshops with CFOs, CIOs, and business leaders, translating qualitative objectives into quantifiable financial outcomes.
- Enable value-led selling: Define industry- and use-case-specific value drivers while developing standardized frameworks, narratives, and tools that equip Sales and Solutions Engineering to engage in meaningful value discussions.
- Support strategic deals and expansion: Collaborate closely with key accounts, shaping value narratives for prioritization, competitive positioning, pricing discussions, and readiness for expansion.
- Build repeatability: Incorporate insights from field experiences into reusable value frameworks, benchmarks, tools (including Parloa Value Studio), and go-to-market playbooks.
WHAT YOU BRING TO THE TABLE:
- 5–8+ years of experience in value engineering, consulting, or commercial advisory roles directly supporting enterprise B2B software or SaaS sales across pre-sales, late-stage deals, and post-sale expansion.
- Demonstrated track record of delivering compelling ROI models and value narratives that resonate with executive stakeholders.
