Customer Value Lead

Company Overview Who are we? At Finastra, we’re a global leader in financial services software, dedicated to expanding access to financial services and shaping what’s next for the industry. Our technology powers mission‑critical solutions across Lending, Payments and Universal Banking, supporting over 7,000 customers, including 80% of the world’s top 50 banks, in more than 110 countries. About the Role The Customer Value Lead will accelerate revenue growth by elevating value‑selling excellence, automating the value process, and enabling sales teams through scalable tools and programs. This role empowers our lending sales organization to articulate, quantify, and deliver business value—with a strong emphasis on self‑service enablement, online ROI calculator automation, and repeatable value assets. The ideal candidate brings deep experience in consultative/value selling, value engineering, programmatic sales enablement and financial modelling, paired with subject matter expertise in financial services and retail lending operations. Key Responsibilities Own and evolve value‑selling tools, including automated ROI calculators, business case templates, and self‑service diagnostic tools for retail lending. Build scalable enablement programs that empower account executives to independently articulate value and quantify financial impact. Create repeatable value plays supported by lending‑specific benchmarks, benefit assumptions, and pre‑built financial models. Develop enablement materials and deliver training on value discovery and value‑selling automation tools to the sales organization. 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. Key Performance Indicators (KPIs) Adoption and usage of value‑selling tools Revenue and pipeline influenced by value‑selling programs Consistency and quality of value articulation 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 Strong presence and credibility when presenting to C‑level stakeholders Excellent communication, facilitation, and narrative storytelling skills (written and verbal) Ability to work both independently and collaboratively, influencing cross‑functional teams Experience Demonstrated experience in management consulting, value consulting, or business value engineering Experience designing ROI calculators/financial models and/or managing value automation programs (desired) Experience working with U.S. regional banks or lending technology providers Education • Bachelor’s degree or equivalent experience Location Applicants for this position need to be located in posted location or their immediate surrounding areas. Due to the requirements of this position, this job posting is not available for, and Finastra will not be considering any applicants who currently reside in New York City or California. Benefits Flexibility: Unlimited vacation, hybrid working arrangements, paid time off for voting, bereavement, and sick leave. Well‑being: Confidential one‑to‑one support through the Employee Assistance Program, access to Wellbeing Champions, Gather Groups, and monthly wellbeing events. Health & Financial Security: Medical, life and disability insurance, retirement plans, lifestyle and other benefits. Sustainability: Paid time off for volunteering and donation‑matching opportunities. Inclusion: Participation in communities such as Count Me In, View email address on click.appcast.io, View email address on click.appcast.io, View email address on click.appcast.io, and View email address on click.appcast.io. Career Development: Online learning and accredited courses through the Skills & Career Navigator tool. Recognition: Participation in the global recognition program, Finastra Celebrates, and regular employee surveys. Additional Benefits: Paid holidays, flexible working hours, pension plan, and comprehensive health initiatives. Specific benefits may vary by location. #J-18808-Ljbffr