Job Overview
This strategic customer-facing role involves quantifying, tracking, and communicating the value delivered through software and services. It partners with sales teams to develop business cases, conduct ROI analyses, and support executive conversations to drive customer retention, expansion, and advocacy. The position blends financial analysis, strategic thinking, and customer engagement in a collaborative environment.
Responsibilities
- Partner with Account Executives, Value Realization team members, and Solutions Consultants to understand customer goals, baseline metrics, and operational pain points.
- Lead or support value discovery sessions and business case development for strategic sales opportunities.
- Conduct ROI, total cost of ownership (TCO), and cost-benefit analyses to articulate the financial impact of solutions.
- Deliver value-focused presentations to customer stakeholders and decision-makers, including executives.
- Establish frameworks to measure pre- and post-implementation success metrics.
- Track and report realized value through customer adoption, process improvements, cost savings, and other performance outcomes.
- Support preparation for Executive Business Reviews (EBRs) by providing data-driven insights on account value achieved.
- Help identify whitespace and expansion opportunities based on unmet needs or unrealized value.
- Work closely with Sales, Value Realization, Services, and Product teams to align value stories with customer use cases and industry benchmarks.
- Provide support throughout the sales cycle, including RFP responses, procurement justification, and contract negotiations.
- Enable sellers and account teams with tools, templates, and content to support value-based selling motions.
- Contribute to the refinement of value realization methodology, templates, and messaging.
- Capture and share best practices, reusable business cases, and outcome-based reference materials.
- Support development of success stories and value narratives that can be used in marketing and customer advocacy programs.
Qualifications
- 3–6 years of experience in customer value, sales engineering, customer success, management consulting, or financial analysis in a B2B SaaS or technology company.
- Demonstrated ability to conduct ROI modeling, build business cases, or perform data-driven customer impact analysis.
- Strong communication and presentation skills with the ability to translate complex data into compelling customer narratives.
- Experience working directly with customers and internal cross-functional teams in a fast-paced environment.
- Proficiency in Excel, PowerPoint, and CRM systems such as Salesforce.
- Exposure to enterprise customers, particularly in asset-intensive or highly regulated industries (e.g., facilities, healthcare, manufacturing, real estate).
- Familiarity with value-based selling, customer lifecycle management, or SaaS financial metrics (ARR, CAC, LTV, etc.).
- Bachelor’s degree in Business, Finance, Economics, or a related field; advanced degree or certifications in business.
