• Collaborate with enterprise customers and prospects to deeply understand their strategic priorities, pain points, and business challenges • Develop and deliver comprehensive business value proposals, including ROI models, TCO analyses, and detailed financial impact assessments • Quantify the potential business benefits of Varicent’s solutions, including revenue growth, cost savings, and operational efficiencies • Summarize value assessments in value realization studies to publish trends, finding, and Varicent research on aggregate customer trends • Partner with senior executives and decision-makers to align on strategic objectives and build consensus for Varicent’s solutions • Present tailored business value narratives to C-suite stakeholders, ensuring clarity and resonance with their organizational goals • Act as a strategic advisor, fostering trusted relationships that enhance customer confidence and commitment • Build sophisticated financial models that quantify the value of Varicent’s solutions in terms of business impact • Use advanced analytics to support scenario planning and sensitivity analyses, helping customers make informed decisions • Maintain a repository of standardized ROI frameworks and tools to ensure consistency and scalability • Develop lighter weight ROI tools to be used earlier in sales cycles • Work closely with sales, product, marketing, and customer success teams to align on customer objectives and deliver compelling business cases • Work with CS to help track value commitments and measure progress over time (identifying opportunities for pricing decisions and cross-sell motions) • Work with pre-sales to tightly align demo priorities to customer value • Provide “voice of the customer” feedback to internal teams to inform product development and go-to-market strategies • Leverage expertise in sales/revenue performance management, sales operations, and go-to-market strategies to contextualize business value discussions • Reference and provide insights into industry trends, benchmarks, and best practices to guide customer decision-making • Conduct enablement sessions with sales and account teams to enhance their ability to articulate Varicent’s value and ROI • Regularly review and optimize business value deliverables to ensure relevance and impact.