Who are we?
At Finastra, we are a dynamic global provider of open finance software solutions, dedicated to expanding access to financial services. Our innovative applications span Lending, Payments, Treasury and Capital Markets, and Universal Banking. Proudly serving over 8,000 customers, including 45 of the world's top 50 banks, we aim to boost financial inclusion for all. Join us and be part of a vibrant company that embraces diverse perspectives, and is committed to doing well by doing good.
What will you contribute?
The Customer Value Lead will drive client revenue growth by supporting the global Sales team in client engagements and by developing programmatic sales initiatives. 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 demonstrate the value potential of propositions put forward to clients (i.e. ROI assessments, client strategy alignment, resolution of client pain points, etc.) and to support strategic sales engagements.
Responsibilities & Deliverables
- Drive effective Customer Value engagements for select sales opportunities globally
- Partner with Sales teams on key opportunities to effectively demonstrate to customer C-level stakeholders the value potential of our proposal, the alignment to their strategic ambitions and the potential ROI.
- Act as a trusted advisor to clients, helping them understand the business and financial impact of technology investments
- Support strategic client engagements by collaborating with clients to optimize their usage of Finastra products, to demonstrate alignment of our product roadmaps to their objectives and to build a strategic roadmap to value realization
- Maintain alignment with regional Sales Directors and Pre-Sales leadership to prioritize engagements and resource allocation
- Create programmatic approaches to enable Sales, Pre-Sales and Product teams in selling the value of our offering, thus supporting “value selling at scale”
- Lead in the development of reusable qualitative and quantitative value-selling assets
- Develop innovative approaches to customer engagement and advisory, differentiating the company in the marketplace and increasing sales effectiveness.
- Integrate a value focus into the sales process across all designated strategic deals.
- Other duties as assigned.
Key Performance Indicators (KPIs)
- Revenue impacted by the Value Selling team
- Pipeline impacted by the Value Selling team
- Total number of strategic client engagements
- Number of value assets developed and the internal adoption rate
Required Skills And Experience
- 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
- Assertiveness and leadership to drive a vision and elevate value selling practices
- Expertise in consultative/value selling for complex enterprise sales cycles
- Senior executive management and interaction skills, including coaching internal teams
- Effectiveness in engaging with C-level decision-makers
- Ability to manage multiple stakeholders and address complex problems
- In-depth knowledge of client businesses, challenges, 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.
- Responsiveness, reliability, and results orientation.
- Business-level fluency in spoken and written English.
- Experience working in or with the financial services industry is mandatory
Education
- Bachelor’s degree or equivalent experience required
- MBA or Masters degree ideal
Work Environment
- Work is performed in a general office or virtual environment.
- Some travel is required.
Benefits
We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we uphold:
- Flexibility: Enjoy unlimited vacation, based on your location and business priorities. Hybrid working arrangements, and inclusive policies such as paid time off for voting, bereavement, and sick leave.
- Well-being: Access confidential one-on-one therapy through our Employee Assistance Program, unlimited personalized coaching via our coaching app, and access to our Gather Groups for emotional and mental support.
- Medical, life & disability insurance, retirement plan, lifestyle and other benefits*
- ESG: Benefit from paid time off for volunteering and donation matching.
- DEI: Participate in multiple DE&I groups for open involvement (e.g., Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra).
- Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool.
- Recognition: Be part of our global recognition program, Finastra Celebrates, and contribute to regular employee surveys to help shape Finastra and foster a culture where everyone is engaged and empowered to perform at their best.
- Specific benefits may vary by location.
At Finastra, each individual is unique, bringing their own ideas, thoughts, cultural beliefs, backgrounds, and experiences together. We learn from one another, embrace and celebrate our differences, and create an environment where everyone feels safe to be themselves.
Be unique, be exceptional, and help us make a difference at Finastra!
