Territory Management Consultant
EMC Insurance Companies
Job Level
Senior
About the role
- Serve as the internal Subject Matter Expert (SME) on the Value Map and business value frameworks
- Partner with Field SCs and Account Executives during the sales cycle to connect prospect challenges with tangible business outcomes
- Develop customized business cases, ROI models, and TCO analyses to support enterprise sales engagements
- Provide industry-specific value playbooks and benchmark data to enable sales storytelling
- Collaborate with marketing to develop value-oriented collateral, whitepapers, and case studies
- Present business justification materials directly to customer executives and decision makers
- Support sales enablement by training GTM teams on how to effectively use value-based selling techniques and assets
- Maintain and continuously improve value tools, templates, and methodologies for global reuse
Requirements
- 5–7 years in a value engineering, presales, management consulting, finance, or strategic advisory role
- Strong experience developing business cases and conducting financial analysis for enterprise software or digital transformation projects
- Familiarity with SaaS sales cycles, CLM, procurement, legal tech, or workflow automation solutions (preferred)
- Executive presence with the ability to influence senior stakeholders
- Excellent communication skills with the ability to distill complex technical and financial topics into simple, persuasive messages
- Strong Excel and PowerPoint skills
- Experience with value selling platforms (DecisionLink, Ecosystems, or custom tools) is a plus
- MBA or other advanced degree in Finance, Strategy, or a related field (bonus)
- Experience in vertical-specific roles (Manufacturing, Financial Services, Healthcare, etc.) (bonus)
- Exposure to customer success, post-sale value realization, or voice-of-customer programs (bonus)
