Value Realization Leader

Position Summary

TheValue RealizationLeaderis 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 ofValue Realization Managerswho partner closely withGlobalFlagship accountleaders. Your mission is to drive customer adoption advocate for value-based selling and ensure that every client engagement demonstrates clear ROIfueling renewals expansions and advocacy.

Key Responsibilities

Team Leadership & Development

• Recruit coach and mentor a high-performing team ofValue Realization Managers.

• Set clear objectives metrics and career paths for your team ensuring continuous skills development in financial analysisimplementation optimizationchange 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 RealizationManagersto 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 withaccount teamleaders 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 SellingFBSSix Sigma or PMP.