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About the role
Key responsibilities & impact- 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 closely with Sales, Value Realization, Services, and Product teams to align value stories with customer use cases and industry benchmarks.
- Provide support throughout the sales cycle, including RFP responses, procurement justification, and contract negotiations.
- Enable sellers and account teams with tools, templates, and content to support value-based selling motions.
- Contribute to the 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 that can be used in marketing and customer advocacy programs.
Requirements
What you’ll need- 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 with 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.
- Exposure to enterprise customers, particularly in asset-intensive or highly regulated industries (e.g., facilities, healthcare, manufacturing, real estate).
- Familiarity with value-based selling, customer lifecycle management, or SaaS financial metrics (ARR, CAC, LTV, etc.).
- Bachelor's degree in Business, Finance, Economics, or a related field; advanced degree or certifications in business analysis or consulting is a plus.
Benefits
Comp & perks- None specified 📊 Check your resume score for this job Improve your chances of getting an interview by checking your resume score before you apply. Check Resume Score
ATS Keywords
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Hard Skills & Tools
ROI modelingbusiness case developmentdata-driven customer impact analysiscost-benefit analysistotal cost of ownership (TCO)value realization methodologyvalue-focused presentationsperformance outcomes trackingcustomer adoption measurementprocess improvements
Soft Skills
strong communication skillspresentation skillsability to translate complex datacollaboration with cross-functional teamscustomer engagementproblem-solvinganalytical thinkingadaptability in fast-paced environmentsstorytellingstakeholder management
Certifications
Bachelor's degree in BusinessBachelor's degree in FinanceBachelor's degree in Economicsadvanced degree in business analysiscertifications in consulting