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 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.
Key Performance Indicators (KPIs)
- Revenue impacted by the Value Selling team
- Pipeline impacted by the Value Selling team
- Total number of high-impact engagements
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.
- 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.
Education
- Bachelor’s degree or equivalent experience.
Physical Demands
- Ability to receive, express, or exchange detailed information through oral and written communication.
- Ability to see and operate a computer.
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!
