价值实现负责人
Value Realization Leader
职位概述
Value Realization（价值实现）负责人负责定义、衡量和传达Accruent为客户带来的商业价值，特别是对我们的最大和最具战略意义的客户。您将组建并领导一支由Value Realization Managers（价值实现经理）组成团队，与Global（全球）旗舰客户负责人紧密合作。您的使命是推动客户采用，倡导基于价值的销售，并确保每个客户项目都能展示明确的投资回报率——从而促进续约、扩展和客户推荐。
主要职责
团队领导与发展
- 招募、指导和培养一支高绩效的Value Realization Managers（价值实现经理）团队。
- 为团队设定明确的目标、指标和职业发展路径，确保在财务分析、实施优化、变更管理及客户参与方面的持续技能提升。
- 建立协作、问责和以客户为中心的文化。
价值策略与方法
- 在全球和地区销售活动中定义并标准化价值实现框架、工具和最佳实践。
- 开发ROI评估、总拥有成本分析和商业案例制定的操作手册。
- 根据客户反馈和市场趋势不断优化方法论。
客户参与与价值交付
- 监督向高管利益相关者提供的价值研讨会、高管简报和商业案例演示。
- 与Value Realization Managers（价值实现经理）合作，收集基准指标，量化收益，并用财务和运营术语阐述成果。
- 确保在实施后进行一致的跟进，以衡量实际实现的价值。
销售赋能与协作
- 与客户团队负责人密切合作，将基于价值的销售嵌入到客户计划和交易周期中。
- 在定价讨论、合同谈判和高管评审期间，为销售团队提供按需咨询。
- 为销售、客户成功和服务团队创建关于价值信息和ROI建模的培训计划。
价值衡量与报告
- 定义关键绩效指标（如投资回报率、回本周期、留存提升），并建立仪表盘，按客户、地区和解决方案跟踪实现的成果。
- 向高管层汇报汇总和客户级别的价值指标，以指导市场进入策略和资源分配。
- 利用分析识别高影响力的扩展机会，并发现风险客户的早期预警信号。
跨职能合作
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Position Summary
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.
Fortive Corporation Overview
Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.
We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
About Accruent
Personal development and becoming the best you is all about growth and exploring new skills and opportunities – both in and out of the office. At Accruent, we call this Grow Without Limits, and we’re proud to offer each of our employees the resources, coaching and support necessary to achieve Growth Without Limits in their personal and professional lives. Explore where the path takes you.
Accruent is a leading provider of solutions for unifying the built environment —spanning real estate, physical and digital assets, and the integrated technology systems that connect and control them. Accruent continues to set new expectations for how organizations can use data to transform how they manage their facilities and assets. With U.S. headquarters in Austin, Texas, Accruent serves over 5,000 customers in a wide range of industries in more than 100 countries worldwide.
We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at .
Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 132000 - 220400
Originally posted on Himalayas