Senior Business Value Consultant

Wrike • Remote (US - Remote) • 7h ago

About the Role:

You'll own your outcomes, from the strategies you run to the conversations that shape what we build next. Sitting within Wrike's Business Value Services team, the Senior Business Value Consultant works directly with our strategic Commercial and Enterprise accounts across the entire lifecycle, from new prospects to long-standing enterprise customers.

In this role, you will build compelling business cases that justify why customers should invest in Wrike and prove the value they realize post-implementation to directly support net revenue retention (NRR) and account expansion. You will serve as a strategic partner to Sales, Solution Consulting, Customer Success, and Professional Services, while collaborating with Product and Product Marketing to ensure our external value narrative aligns with real customer outcomes.

Your Impact:

New Business & Account Expansion

Strategic Account Planning & Pipeline Generation: Partner closely with Sales at the account planning level to listen deeply to customer needs, uncover latent demand, and proactively generate pipeline for high-potential accounts.
Connect Cross-Functional Workflows: Map how work flows across organizational boundaries (e.g., how Creative hands off to Sales, Marketing, or Finance) to connect the dots, identify adjacent stakeholder groups, and uncover new expansion avenues.
Drive Strategic Deal Execution: Support Commercial and Enterprise opportunities by building rigorous financial models and return on investment (ROI) analyses tailored to specific business value drivers.

Value Realization & Retention

Baseline Discovery & Goal Alignment: Partner with Wrike account teams and customers to uncover, define, and establish operational baselines. Show customers clearly how Wrike technology will move the needle toward their specific target outcomes.
Value Realization Dashboards & Champion Enablement: Simplify complex data through intuitive value realization dashboards. Arm customer champions and points of contact with bottom-line impact metrics, empowering them to speak confidently to internal executives about Wrike's ROI.
Continuous Measurement & CS Support: Coach customer stakeholders to continuously measure progress against established goals. Support and enable Account Executives and Customer Success Managers (CSMs) on retention and expansion metrics—providing value engineering horsepower without taking over core CSM account management responsibilities.

Cross-Functional Scale & Enablement

GTM Methodology & Coaching: Guide and coach go-to-market teams (Sales, CS, Presales) through value consulting methodologies, frameworks, and self-service tools—helping them independently incorporate value messaging into their daily work.
Scale Value Frameworks: Architect repeatable models, assets, and playbooks that accelerate deal cycles and streamline team onboarding.
Inform Product Strategy: Partner with Product and Product Marketing to align platform capabilities and feature launches with customer-defined success metrics, such as approval throughput, execution speed, and operational capacity.

Your Qualifications:

10+ Years of Industry Experience: Direct experience in value consulting, value engineering, sales engineering, or strategy consulting inside a SaaS or B2B software company.
Business Transformation Mastery: Proven ability to lead business and workflow transformation conversations that transcend feature-level solution selling.
Customer Lifecycle Ownership: Demonstrated history running value realization, baseline assessments, usage analyses, and renewal/expansion business cases for long-term enterprise clients.
End-to-End Independence: Track record of independently executing full enterprise engagement lifecycles—from initial discovery and workshop facilitation to executive C-suite readouts.
Domain Knowledge: Relevant industry exposure in manufacturing, professional services, retail, client service delivery, or healthcare.
Executive Presence: Exceptional communication skills with the versatility to present to C-level executives while collaborating seamlessly with operations, procurement, and end users.
Education: Bachelor’s degree from an accredited university or equivalent practical experience.

Standout Qualities:

Category Experience: Prior experience with Collaborative Work Management (CWM), Project Portfolio Management (PPM), or enterprise SaaS productivity platforms.
GTM & Telemetry Systems Expertise: Hands-on familiarity with Salesforce, CRM ecosystems, and customer usage telemetry tools (e.g., Gainsight, Pendo, SQL).
AI & Self-Service Innovation: Experience building, scaling, or deploying AI-enabled value tools, automated ROI engines, and self-service calculators for GTM teams.
Sales Methodology Alignment: Understanding of enterprise sales frameworks (e.g., MEDDPICC, ValueSelling) and experience embedding value deliverables into complex sales cycles.
Transformation & Facilitation Skills: Experience designing or facilitating interactive executive workshops, using design thinking or formal change management frameworks (e.g., Prosci).
Enablement & Consulting Background: Management consulting background and a proven track record of designing GTM enablement curricula or training programs.

Team Dynamics:

Cross-Functional Synergy: You will operate as the critical value link between Sales, Solution Consulting, Customer Success, Professional Services, and Marketing—ensuring a unified outcome-driven narrative across the entire customer journey.
BVC Peer Collaboration: You will join a highly collaborative team of value professionals who regularly peer-review complex ROI models, share industry-specific deal strategies, and co-develop team playbooks.
Product Feedback Loop: You will act as the voice of the customer for Product and Product Marketing, translating real-world customer outcomes (throughput, speed, cost savings) into actionable product roadmap insights.