Customer Value Lead

Responsibilities

What will you contribute?

The Customer Value Lead will drive incremental ACV through customer engagements, programmatic initiatives and the adoption of value-selling tools. This role requires a deep expertise in consultative/value selling, strong stakeholder management skills, and the ability to effectively engage with C-level executives. The Customer Value Lead will be responsible for partnering with sales teams to shape value propositions, assess customer ROI, and ensure alignment with sales leadership.

Responsibilities & Deliverables:

• Drive effective Customer Value engagements across selected opportunities.
• Create programmatic approaches for value selling at scale.
• Partner with sales teams to engage with customer C-level stakeholders on top opportunities, shaping value propositions and assessing ROI.
• Ensure alignment with Sales MD, Sales Management, and GSC Management.
• Participate in the development of value-selling assets.
• Advise Financial Services executives on the business and financial impact of technology decisions, outlining investment impacts, ROI, and competitive advantages.
• Develop innovative approaches to customer engagement and advisory, differentiating the company in the marketplace and increasing sales effectiveness.
• Create strategic content for senior client executives to drive a value-based approach.
• Conduct bespoke ROI analyses with and for key clients and prospects.
• Create reusable qualitative and quantitative analysis content (tools, messaging).
• Integrate a value focus into the sales process across all designated strategic deals.
• Other duties as assigned.

• Revenue impacted by the Value Selling team
• Pipeline impacted by the Value Selling team
• Total number of high-impact engagements

• 10+ years of Management consulting and/or value selling experience
• 5+ years' experience in complex sales cycles and C-level engagement
• Strong stakeholder management skills to drive adoption, change management, and cross-functional alignment.
• Deep expertise in consultative/value selling and its evolution.
• Senior executive management and interaction skills, including coaching value leads.
• Assertiveness and leadership to drive a vision and elevate value selling practices.
• Expertise in consultative/value selling for complex enterprise sales cycles.
• Effectiveness in engaging with C-level decision-makers.
• Ability to manage multiple stakeholders and address complex problems
• In-depth knowledge of client businesses, challenges, and opportunities, and the ability to position solutions.
• Deep product and industry knowledge, including market trends and competitive intelligence.
• Exceptional written, verbal, and interpersonal communication skills.
• Executive-level communication and presentation skills.
• Proven ability to articulate value propositions and quantify ROI.
• Proficiency with Microsoft Office.
• Proven record of matching customer needs with solutions.
• Responsiveness, reliability, and results orientation.
• Business-level fluency in spoken and written English.
• Knowledge of the financial services industry.

• Bachelor's degree or equivalent experience.

• Ability to receive, express, or exchange detailed information through oral and written communication.
• Ability to see and operate a computer.

• Work is performed in a general office or virtual environment.
• Some travel is required.