Customer Success Management P17

Fortive•Austin, TX

10d

About The Position

The Value Realization Manager is a strategic, customer-facing individual contributor responsible for quantifying, tracking, and communicating the value delivered through Accruent’s software and services. Partnering with the Global Flagship and North America sales teams, this role develops business cases, conducts ROI analyses, and supports executive conversations intended to drive customer retention, expansion, and advocacy. The position combines financial analysis, strategic thinking, and customer engagement. The role works with Account Executives, Value Realization team members, and Solutions Consultants to understand customer goals, baseline metrics, and operational pain points. It leads or supports value discovery and business case development, performs ROI, total cost of ownership, and cost-benefit analyses, and presents value-focused findings to customer stakeholders, including executives. The Value Realization Manager establishes frameworks for measuring success before and after implementation, tracks realized value, and supplies data-driven insights for Executive Business Reviews. The role also supports sales-cycle activities and value-based selling, contributes to the development of value realization methods and materials, and shares customer outcomes for use in marketing and advocacy programs.

Requirements

3–6 years of experience in customer value, sales engineering, customer success, management consulting, or financial analysis in a B2B SaaS or technology company.
Demonstrated ability to conduct ROI modeling, build business cases, or perform data-driven customer impact analysis.
Strong communication and presentation skills, including the ability to translate complex data into compelling customer narratives.
Experience working directly with customers and internal cross-functional teams in a fast-paced environment.
Proficiency in Excel, PowerPoint, and CRM systems such as Salesforce.

Nice To Haves

Exposure to enterprise customers, particularly in asset-intensive or highly regulated industries such as facilities, healthcare, manufacturing, or real estate.
Familiarity with value-based selling, customer lifecycle management, or SaaS financial metrics such as ARR, CAC, and LTV.
Bachelor’s degree in Business, Finance, Economics, or a related field; an advanced degree or certifications in business analysis or consulting are a plus.

Responsibilities

Partner with Account Executives, Value Realization team members, and Solutions Consultants to understand customer goals, baseline metrics, and operational pain points.
Lead or support value discovery sessions and business case development for strategic sales opportunities.
Conduct ROI, total cost of ownership (TCO), and cost-benefit analyses to articulate the financial impact of Accruent solutions.
Deliver value-focused presentations to customer stakeholders and decision-makers, including executives.
Establish frameworks to measure pre- and post-implementation success metrics.
Track and report realized value through customer adoption, process improvements, cost savings, and other performance outcomes.
Support preparation for Executive Business Reviews (EBRs) by providing data-driven insights on account value achieved.
Help identify whitespace and expansion opportunities based on unmet needs or unrealized value.
Work with Sales, Value Realization, Services, and Product teams to align value stories with customer use cases and industry benchmarks.
Support the sales cycle, including RFP responses, procurement justification, and contract negotiations.
Enable sellers and account teams with tools, templates, and content for value-based selling motions.
Contribute to refinement of Accruent’s value realization methodology, templates, and messaging.
Capture and share best practices, reusable business cases, and outcome-based reference materials.
Support development of success stories and value narratives for marketing and customer advocacy programs.