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
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Recruit, coach, and mentor a high-performing team of Value Realization Managers.
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Set clear objectives, metrics, and career paths for your team, ensuring continuous skills development in financial analysis, implementation optimization, change management, and customer engagement.
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Establish a culture of collaboration, accountability, and customer-first thinking.
Value Strategy & Methodology
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Define and standardize value realization frameworks, tools, and best practices across global and regional sales motions.
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Develop playbooks for ROI assessments, total cost of ownership analyses, and business case development.
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Continuously refine methodologies based on customer feedback and market trends.
Customer Engagement & Value Delivery
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Oversee the delivery of value workshops, executive briefings, and business case presentations to C-suite stakeholders.
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Partner with Value Realization Managers to capture baseline metrics, quantify benefits, and articulate outcomes in financial and operational terms.
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Ensure consistent follow-up to measure realized value post-implementation.
Sales Enablement & Collaboration
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Work hand-in-hand with account team leaders to embed value-based selling into account plans and deal cycles.
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Provide on-demand advisory to sales teams during pricing discussions, contract negotiations, and executive reviews.
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Create training programs for sales, customer success, and services teams on value messaging and ROI modeling.
Value Measurement & Reporting
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Define key performance indicators (e.g., ROI, payback period, retention lift) and build dashboards to track realized outcomes by account, region, and solution.
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Present aggregated and account-level value metrics to executive leadership to inform go-to-market strategy and resource allocation.
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Use analytics to identify high-impact expansion opportunities and to surface early-warning signs of at-risk accounts.
Cross-Functional Partnership
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Collaborate with Product Management to ensure customer outcomes inform roadmap prioritization and feature development.
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Partner with Marketing to develop case studies, ROI calculators, and thought leadership assets.
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Align with Finance and Pricing teams to validate business case assumptions and support innovative commercial models.
Qualifications
Required Experience
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8+ years in value realization, customer success, sales operations, or pre-sales consulting within a B2B SaaS or technology services environment.
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3+ years of people leadership experience, managing teams that deliver financial analyses, ROI workshops, or strategic customer engagements.
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Proven track record of driving customer adoption, renewals, and upsell through clear articulation of business value.
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Strong financial acumen with experience in building business cases, TCO models, and cost-benefit analyses.
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Exceptional communication and presentation skills, comfortable engaging with C-level executives.
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Ability to manage multiple high-priority projects and balance strategic vision with tactical execution.
Preferred Qualifications
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Experience supporting large, global enterprise accounts, particularly in regulated or asset-intensive industries (e.g., real estate, facilities, healthcare).
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Familiarity with sales enablement platforms and analytics tools (e.g., Salesforce, Gainsight, Tableau).
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Change management or consulting background, with certifications such as Value Selling, FBS, Six Sigma, or PMP.