Value Realization Leader

Position Summary  

The Value Realization Leader is responsible for defining, measuring, and communicating the business value Accruent delivers to our largest and most strategic customers. You will build and lead a team of Value Realization Managers who partner closely with Global Flagship account leaders. Your mission is to drive customer adoption, advocate for value-based selling, and ensure that every client engagement demonstrates clear ROI—fueling renewals, expansions, and advocacy. 

Key Responsibilities 

Team Leadership & Development 

• Recruit, coach, and mentor a high-performing team of Value Realization Managers. 

• Set clear objectives, metrics, and career paths for your team, ensuring continuous skills development in financial analysis, implementation optimization, change management, and customer engagement. 

• Establish a culture of collaboration, accountability, and customer-first thinking. 

Value Strategy & Methodology 

• Define and standardize value realization frameworks, tools, and best practices across global and regional sales motions. 

• Develop playbooks for ROI assessments, total cost of ownership analyses, and business case development. 

• Continuously refine methodologies based on customer feedback and market trends. 

Customer Engagement & Value Delivery 

• Oversee the delivery of value workshops, executive briefings, and business case presentations to C-suite stakeholders. 

• Partner with Value Realization Managers to capture baseline metrics, quantify benefits, and articulate outcomes in financial and operational terms. 

• Ensure consistent follow-up to measure realized value post-implementation. 

Sales Enablement & Collaboration 

• Work hand-in-hand with account team leaders to embed value-based selling into account plans and deal cycles. 

• Provide on-demand advisory to sales teams during pricing discussions, contract negotiations, and executive reviews. 

• Create training programs for sales, customer success, and services teams on value messaging and ROI modeling. 

Value Measurement & Reporting 

• Define key performance indicators (e.g., ROI, payback period, retention lift) and build dashboards to track realized outcomes by account, region, and solution. 

• Present aggregated and account-level value metrics to executive leadership to inform go-to-market strategy and resource allocation. 

• Use analytics to identify high-impact expansion opportunities and to surface early-warning signs of at-risk accounts. 

Cross-Functional Partnership 

• Collaborate with Product Management to ensure customer outcomes inform roadmap prioritization and feature development. 

• Partner with Marketing to develop case studies, ROI calculators, and thought leadership assets. 

• Align with Finance and Pricing teams to validate business case assumptions and support innovative commercial models. 

Qualifications 

Required Experience 

• 8+ years in value realization, customer success, sales operations, or pre-sales consulting within a B2B SaaS or technology services environment. 

• 3+ years of people leadership experience, managing teams that deliver financial analyses, ROI workshops, or strategic customer engagements. 

• Proven track record of driving customer adoption, renewals, and upsell through clear articulation of business value. 

• Strong financial acumen with experience in building business cases, TCO models, and cost-benefit analyses. 

• Exceptional communication and presentation skills, comfortable engaging with C-level executives. 

• Ability to manage multiple high-priority projects and balance strategic vision with tactical execution. 

Preferred Qualifications 

• Experience supporting large, global enterprise accounts, particularly in regulated or asset-intensive industries (e.g., real estate, facilities, healthcare). 

• Familiarity with sales enablement platforms and analytics tools (e.g., Salesforce, Gainsight, Tableau). 

• Change management or consulting background, with certifications such as Value Selling, FBS, Six Sigma, or PMP.