Tuyển dụng Principal, Value Consulting

Company Description

See how Epsilon powers connected marketing by unlocking the full potential of data and identity.

Overview

Growth Operations is Epsilon's engine for turning sales pursuits into wins — a system spanning every Epsilon product, from Digital, Retail Media, Loyalty and Tech. It exists so that every new business pursuit and every expansion of an existing client relationship move forward with sharper accuracy, tighter efficiency, and a materially higher probability of closing.

Within that system, five functions form the core of every pursuit

• Solution Consulting designs the what,
• Sales Engineering proves the how,
• Value Consulting builds the why,
• Pursuit Operations ensures every pursuit is organized, compliant and client ready, and
• Sales Enablement builds the training infrastructure and content that makes the organization measurably better over time.
• Value Consulting’s “why” is ultimately the case and narrative that convinces a client's leadership to say yes.
• The
• Principal, Value Consulting partners directly with Epsilon's VP, Value Consulting, to bring that vision to life. This is a genuine build: the Principal will help shape the function's methodology, tools, and standards from the ground up, working alongside the VP rather than simply completing an existing playbook.
• The value story itself has to do more than defend a number. It has to make the case for why a partnership represents genuine, lasting growth for the client — what changes for them, what it's worth, and why their own executives should champion it internally — whether the client is deepening an established Epsilon relationship or standing up a retail media, enterprise digital or loyalty program for the first time. That case is built both on a defensible financial model and a custom narrative. It will require applying deep, hands-on experience in what makes an ideal client activation strategy to structure a value story that holds up, using whatever resources and precedent exist and creating new frameworks where they don't.
• This is a ground-floor role in every sense. Value Consulting is still becoming a standard part of how Epsilon sells, and the Principal is expected to help build and illustrate that value internally — comfortable operating without a fixed playbook, and confident enough in their own experience to create structure where it’s limited.
• Responsibilities
• How You'll Make an Impact
• Partner directly with Epsilon's VP, Value Consulting, to shape the function's methodology and vision as it grows into a core Epsilon capability — building frameworks and tools that make the function measurably stronger over time.
• Own the value story on Epsilon's most complex, highest-stakes, and most ambiguous pursuits across Digital, Retail Media, Loyalty, and Tech.
• Build a tailored narrative from the ground up around what matters most to each client — understand and embrace their DNA to shape a custom strategy and story. Draw on the standard value framework, your deep experience, available tools, and original methodology to build it, then deliver it with the confidence.
• Translate that work into a case a client can take to their own senior leadership: not just what this is worth, but why it's the right long-term move — and why their own executives should champion it internally, at any point along their relationship with Epsilon.
• Present with the polish and storytelling command to move any room — from a C-suite boardroom to a working session with operational teams — since the right level and tone shifts with where each pursuit starts and how it evolves.
• Make the complex feel simple: every audience should walk away with a story they can hold onto, repeat in their own words, and carry forward to win support from others.
• Establish the value model standard across pursuits above $2M, and the win rate lift on pursuits where we’re engaged.
• Value Story & Business Case Development
• Build the value model and narrative for assigned pursuits, ensuring every meaningful opportunity has a case — grounded in real methodology, not just a spreadsheet — that the client can carry to their own leadership.
• Go beyond the dollar figure: articulate the real change and long-term growth opportunity the partnership represents for that specific client.
• Tailor the story to the client's internal audience, positioning it in terms their senior leadership and executive collaborators will act on and champion.
• Value Methodology & Activation Planning
• Reference the core tenets of an ideal client activation strategy to structure the value story and opportunity narrative for each pursuit.
• Draw on prior experience in media, identity, partnerships, retail media, or loyalty to build a credible case even without deep Epsilon-specific knowledge on day one.
• Use whatever tools, precedent, and resources already exist, and build new methodology where they don't.
• Cross-Functional Collaboration
• Partner with other groups within Growth Operations as one pursuit team, with Value Consulting responsible for the "why."
• Work with Sales throughout the pursuit lifecycle, from initial assignment through close.
• Coordinate with Pursuit Operations and Sales Enablement to keep pursuits organized and on-process, and to feed findings back into shared tools and training.
• Bring market and client intelligence back into the Value Consulting function, flagging patterns across pursuits that sharpen how the team builds and tells the story going forward.
• Executive & Collaborator Engagement
• Present value models and cases directly to client executives and senior partners.
• Support internal leadership reviews, deal debriefs, and pricing and profitability discussions.
• Document all model assumptions and constraints to prevent unknowns in later stages.
• Build credibility with both internal and client-side senior audiences through clear, confident, data-grounded storytelling.
• Framework & Methodology Development
• Partner with Epsilon's VP, Value Consulting, to build the function's methodology, tools, and working norms using prior industry knowledge, since it is still being established.
• Set precedent on how ambiguous or novel pursuit types should be approached, for the rest of the team to draw on.
• Qualifications
• What You'll Bring
• 10+ years in media, identity, partnership development, retail media, and/or loyalty within the advertising and marketing industry, including significant time in Value Consulting, case development or strategy consulting, with advertising and marketing industry context strongly preferred.
• A sustained track record of building and presenting value stories and cases that win high-value, enterprise-level pursuits — not just supporting them but shaping how they were approached and won.
• Exceptional presentation and storytelling skills, with genuine comfort owning the room in front of senior, non-technical executives, and equally credible in an operational, hands-on conversation.
• Deep curiosity about client problems: genuine interest in how a client's business works before talking about how Epsilon can help — and comfort operating across complex, varied client portfolios rather than a fixed set of use cases.
• The ability to move with confidence when the brief is unclear — asking the right questions, making defensible calls on incomplete information, and building methodology and structure from experience rather than an existing playbook.
• If joining without Epsilon experience: the ability to learn quickly and build relationships across a large organization to find the information you need.
• Why You'll Stand Out
• Deep enough industry experience to know what makes an ideal client profile, and the judgment to apply that as a methodology rather than a formula.
• Ability to walk into an unfamiliar business, learn it fast, and start building and illustrating value internally almost immediately.
• Comfort being the final word on the value story when no precedent exists.
• Strong executive presence paired with genuine storytelling craft, and the market and client intelligenc