Customer Value Lead

Who are we?
Finastra is a global leader in financial services software, dedicated to expanding access to financial services and shaping the future of the industry. Our technology powers critical solutions in Lending, Payments, and Universal Banking, serving over 7,000 customers, including 80% of the world's top 50 banks, in more than 110 countries.

Role Responsibilities & Deliverables

• Own and evolve value-selling tools, including automated ROI calculators, business case templates, and self-service diagnostic tools for retail lending.
• Create scalable enablement programs that empower account executives to independently articulate value and quantify financial impact.
• Develop repeatable value plays supported by lending-specific benchmarks, benefit assumptions, and pre-built financial models.
• Provide ongoing coaching and guidance to sales executives on leading value discovery conversations and using self-service value assessment calculators with clients.
• Support a limited set of high-impact opportunities through tailored value propositions and bespoke ROI/business case analysis.
• Partner with Sales Leadership to embed strong value positioning into deal strategy and territory planning, and align value priorities and programs across the organization.
• Contribute to the development and continuous refinement of value-selling assets, tools, and thought leadership.
• Develop digital-first, automated approaches to value advisory that differentiate the organization in the retail lending technology market.
• Produce executive-ready content—including value frameworks, industry insights, benchmark libraries, and messaging guides.
• Create reusable qualitative and quantitative content to enable consistent, repeatable value delivery across the sales organization.

Required Skills & Capabilities

• Deep expertise in value-selling methodologies, business case development, value storytelling, and value quantification.
• Proven experience building scalable value-selling frameworks and enablement programs.
• Demonstrated ability to align cross-functional teams behind a unified value narrative.
• Proven ability to translate product capabilities into measurable financial and operational outcomes.
• Strong understanding of the trends shaping U.S. retail lending—e.g., cloud and AI adoption, evolving regulations, risk expectations, and the competitive landscape.
• Excellent communication, facilitation, and narrative storytelling skills (written and verbal).
• Ability to work both independently and collaboratively, influencing cross-functional teams.
• Experience designing ROI calculators/financial models and/or managing value automation programs (desired).
• Experience working with U.S. regional banks or lending technology providers.

Key Performance Indicators (KPIs)

• Awareness and usage of value-selling tools.
• Influence on revenue and pipeline through value-selling programs.
• Consistency and quality of value articulation across the sales organization.

Benefits

• Flexibility: Unlimited vacation, hybrid working arrangements, and inclusive policies like bereavement leave.
• Well-being: Confidential one-on-one support through the Employee Assistance Program, access to wellbeing champions, and participation in monthly events.
• Health & Financial Security: Medical, life, and disability insurance, retirement plans, lifestyle benefits, and volunteer time off.
• Sustainability: Donation-matching opportunities and volunteer time off.
• Inclusion: Participation in inclusion communities and recognition programs.
• Career Development: Online learning and accredited courses through the Skills & Career Navigator tool.
• Recognition: Participation in the global recognition program and regular employee surveys.