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.