Strategy & Value Senior Consultant

Talkdesk • Dallas, TX

6h

About The Position

As a Strategy and Value Senior Consultant, you operate as both a force multiplier across the sales organization and a direct strategic resource on our most strategic deals.
In the first mode, you work across the deal lifecycle — advising Account Executives on deal strategy, shaping how they approach value conversations, and coaching them on the effective use of our proprietary value modeling platform. You build their capability to develop credible value hypotheses and deliver compelling early-stage presentations independently, expanding the organization's overall capacity to sell on value rather than features.
In the second mode, our most complex and strategically significant opportunities, you lead pre-sales teams' on-site business process discovery, owning the formal business case end-to-end, and delivering executive-level presentations directly to C-suite economic buyers.
The role works across industry-aligned sales teams, but is expected to develop industry-specific knowledge and conversancy to evidence credibility with buying executives. Central to the role is a deep understanding and dexterity in identifying where and how traditional automation, AI, and agentic AI add measurable customer C-suite relevant business value in the customer experience space.
The role reports to the Vice President of Presales Strategy and Solution Engineering and is closely aligned with Regional Sales Vice Presidents and the Americas Senior Vice President of Sales.
The role is located in and supports deals primarily in North America.

Requirements

• 7–12 years of experience in management consulting, value engineering, enterprise presales strategy, or a closely related advisory function within B2B software or technology sales
• A clear track record of operating in both a coaching/advisory capacity and as a direct delivery lead — you are equally effective developing others and delivering yourself
• Deep expertise in business case construction: P&L dynamics, cost center economics, capital allocation logic, and the financial frameworks that drive enterprise budget decisions
• Demonstrated experience leading on-site discovery engagements — facilitating executive and operational interviews, mapping operational processes, and translating qualitative findings into quantified value opportunity assessments
• Executive presence sufficient to command credibility as a peer to CXOs, and senior operational leaders — in both formal presentations and working-session dynamics
• Strong coaching instincts: you know how to meet AEs where they are, build their capability progressively, and give feedback that sticks
• Proficiency with advanced financial modeling and the ability to rapidly master proprietary platforms; strong command of executive presentation design
• Vertical fluency in at least one relevant domain — contact center operations, customer experience technology, financial services, healthcare, or retail.

Nice To Haves

• Management consulting or similar background with exposure to operational transformation, process redesign, or technology-enabled change programs
• A track record of of successful Fortune 2000 enterprise-class B2B sales success
• Experience identifying and articulating the value opportunities, such as cost, quality, and speed, of AI and agentic in business process improvement and redesign
• Familiarity with contact center / customer experience workforce economics, customer operations cost structures, or AI-enabled automation business cases
• Experience supporting value realization programs post-sale, creating a feedback loop between promised and delivered outcomes

Responsibilities

• Deal Strategy Advisory
• Engage early in the sales cycle as a strategic advisor to Account Executives (AEs), helping them assess deal structure, identify economic and organizational decision dynamics, and develop a winning approach before the opportunity is fully formed
• Advise on stakeholder mapping, competitive positioning, and the sequencing of value conversations to establish favorable evaluation criteria ahead of formal RFP or executive review processes
• Contribute to account planning, pipeline reviews, and deal qualification sessions — providing an informed perspective on deal health, strategic risk, and the levers most likely to accelerate or stall a decision
• Guide AEs on cost-of-delay and cost-of-inaction framing as a tool for creating urgency with economic buyers without resorting to discount-driven pressure.
• AE Coaching & Value Tool Enablement
• Coach AEs on the use of our proprietary business case modeling tool for early-stage value hypothesis development — building their confidence and fluency so they can lead initial value conversations independently
• Review and provide structured feedback on AE-developed value models and presentations, ensuring analytic credibility, accurate assumption-setting, and appropriate calibration of projected outcomes
• Contribute to repeatable coaching frameworks, value hypothesis templates, and discovery conversation guides that raise the baseline capability of the sales team across verticals
• Act as an internal resource and escalation point when AEs encounter challenging financial questions, executive objections, or modeling scenarios that exceed their current capability.
• On-Site Discovery & Value Opportunity Identification (Strategic Deals)
• Lead on-site business process discovery engagements at our most strategic accounts — facilitating structured workshops and executive interviews designed to surface operational inefficiencies, cost drivers, and high-priority business outcomes
• Lead team mapping current-state processes across relevant operational domains with the rigor of management consults, producing a prioritized inventory of value potential that is analytically grounded and commercially actionable
• Synthesize discovery findings into structured outputs that serve as the foundation for the formal business case and inform the broader deal strategy.
• Business Case Modeling (Strategic Deals)
• Own end-to-end construction and delivery of formal business cases on priority accounts using our proprietary modeling platform and bespoke analyses to customer's specific financial context and decision criteria
• Build models that withstand CFO-level scrutiny — grounded in customer-validated data, benchmarked against industry norms, and structured around the financial logic that governs capital allocation decisions in large enterprises
• Maintain and evolve vertical-specific benchmark libraries, value hypothesis frameworks, and cost-of-inaction narratives that support both your own work and the broader AE coaching program.
• Executive Presentations (Strategic Deals)
• Lead the design and delivery of executive-level business case presentations for C-suite audiences — CEOs, CFOs, COOs, Chief Customer Officers and SVP of Customer Experience — on our highest-priority opportunities
• Structure presentations as strategic advisory narratives, not product pitches, positioning the business case within the customer's broader operational and financial priorities
• Anticipate and pre-empt executive objections through scenario analysis, sensitivity framing, and risk-adjusted return modeling that gives economic buyers the confidence to commit.

Benefits

• Medical, Dental, Vision, Life and Disability Insurance, Employee Assistance Program (EAP).
• 401(k) plan
• Talkdesk offers an uncapped paid time off program, subject to manager approval and consistent with business needs.
• Talkdesk offers 14 paid holidays each year.
• Employees have uncapped paid time off, subject to manager approval and consistent with business needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed