Careers > Sales Strategy Consulting Expert 

Posted 11 Oct, 2021

Sales Strategy Consulting Expert 

The Sales Strategy Consultant is a key member of our team, leading client projects to improve the client’s overall selling strategy, consultative selling skills, and account management processes. These improvements may include supporting customer insight gathering, mapping account relationships, identifying decisions makers in each account, and planning & executing sales strategies and tactics. 

This role requires sales leadership experience, an ability to set direction and accountability, the skill to structure business reviews to drive alignment and the willingness to professionally challenge client thinking.   

Desired experience includes: 

  • Consultative approach to developing sellers account planning skills  
  • Guiding the client team to develop an insight-led consultative sales approach 
  • Knowledge transfer to develop strategic account managers and teams 
  • Pursuing/capturing/executing business with large, complex accounts 
  • Developing and asking provocative questions 
  • Excellence with executive client interactions, persuasive, and consensus building 
  • Consensus building across functional teams – product, security, tech, and commercial team 

 Nature of Work 

Our overall goal is to help our clients grow revenue and profit through better pricing, negotiations, and sales execution. 

To achieve this goal, we are looking for a leader to guide our client to: 

  • Evaluate their existing accounts to determine on which account(s) to focus 
  • Assess the client team’s readiness for a major account plan transformation 
  • Establish a team (Holden Advisors and client) operating rhythm to ensure project progress and reporting to client senior leaders 
  • Develop the account planning skill to uncover members of the buying center and their behaviors  
  • Identify their customer’s key pain points and priorities 
  • Understand and articulate their customer value 
  • Align products, services and future capabilities with customer priorities 
  • Create value messaging for their customers 
  • Develop sales strategies to approach and partner with their customers 

 Additionally, this role may partner with the following Holden Advisors teams: 

  • Strategic pricing team to gather insight, define customer value and to implement better pricing outcomes 
  • Sales workshop leaders to instill customer value and build capabilities to sustain above average marketing growth 

 Requirements: 

Prefer a minimum of 10 years’ experience in – sales leadership, insight-led selling, and an in-depth understanding of customer business needs to guide pricing, sales, value messaging for strategic accounts. 

  • Bachelor’s and minimum of 10 years of relevant experience 
  • MBA is preferred 
  • Expertise in consulting and developing client recommendations 
  • Demonstrated business acumen  
  • Customer-facing experience to assess customer needs and utilize these needs to develop successful, profitable product and services 
  • Expertise in B2B decision-making and psychology of complex decision-making within organization 
  • Excellent verbal and PowerPoint skills for clear and persuasive client presentations 
  • Ability to transform innovative, often ambiguous, concepts into practical, industry-leading sales practices and tools  
  • Demonstrated experience in leading a sales organization is preferred 

About Us: 

Holden Advisors is the category leader in B2B professional services pricing and negotiations. We are an entrepreneurial firm that is expanding rapidly.  We are known for our mastery of B2B pricing and our book Pricing with Confidence and our leading book for sales, Negotiating with Backbone. Our team is made up of thought leaders and influencers that are passionate about building breakout growth and profitability for our clients. While we are a US based business our clients take us everywhere in the world. Our style is collegiate and collaborative with each other and with clients. We get results. Join us! 

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Who We Are

Holden Advisors is a team of experts in B2B pricing consulting, customer value and price negotiations working with long-term clients to improve profit outcomes and sales performance. We specialize in advising clients to develop price-to-value capabilities and high impact sales negotiation skills for tangible financial improvement. Our subject matter experts foster an outside-in view of the customer while providing a lens to diagnose and solve pricing problems that interfere with profitable growth. Our collaborative approach builds client capabilities to realize their value and make profits grow.

Our Core Values

  • Client improvement
  • Open and honest communications
  • Positive conflict
  • Respect for the individual
  • The Power of Collaboration

 The Holden Advisors Difference

  • Thought-leadership.  We build competitive advantage in pricing by helping clients implement the right profit building solution.
  • Sales savvy.  We have the ability to improve sales effectiveness by addressing one of the most dreaded problems in the sales process: the price negotiation.
  • Collaboration.  We work with sales, marketing, finance and pricing to achieve pricing power.
  • Comprehensive view.  We look at both quantitative and qualitative aspects of pricing to help you illuminate an offering’s clear value to a customer.
  • Analytical and practical approach.  We transform exacting analysis into solutions your sales force can defend face to face with your customers.
  • Executive advisor.  We have decades of experience as sales managers, marketers, and world-class pricing leaders, so we know first-hand what you’re facing.
  • Focus on action.  We go beyond strategies and automated systems to help you build pricing confidence into the way your team operates.
  • Straight talk.  We identify the tough issues and tell you what we think and why—so you can confront challenges head-on.