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Key Responsibilities and Required Skills for Value Manager

💰 $120,000 - $185,000

SalesConsultingCustomer SuccessBusiness StrategyFinance

🎯 Role Definition

As a Value Manager, you are the strategic linchpin between our solutions and the customer's business success. You will serve as a trusted advisor, working alongside sales, customer success, and product teams to define, quantify, and realize the economic impact of our offerings for clients. Your primary mission is to build compelling, data-driven business cases that clearly articulate the Return on Investment (ROI) and Total Cost of Ownership (TCO). This involves engaging with C-level executives and senior stakeholders, leading value discovery workshops, and creating sophisticated financial models. You are a storyteller, a financial analyst, and a strategic consultant, all rolled into one, dedicated to proving and maximizing the value our customers receive.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Management Consultant / Strategy Consultant
  • Senior Business Analyst / Financial Analyst
  • Solutions Consultant / Pre-Sales Engineer
  • Enterprise Account Executive

Advancement To:

  • Director / Head of Value Management
  • VP of Sales Strategy & Operations
  • Head of Customer Success
  • Director of Strategic Accounts

Lateral Moves:

  • Product Marketing Manager (Pricing & Packaging)
  • Enterprise Customer Success Manager
  • Director of Sales Enablement

Core Responsibilities

Primary Functions

  • Proactively engage with prospective and existing customers to conduct in-depth value discovery, identifying their strategic priorities, pain points, and key business metrics.
  • Develop and deliver compelling, C-level-ready business cases, complete with detailed ROI, Net Present Value (NPV), and payback period analyses.
  • Lead and facilitate interactive value realization workshops with senior client stakeholders to build consensus and align our solution's capabilities with their desired business outcomes.
  • Create and manage a library of sophisticated, scalable value models and calculators that can be customized for different industries, use cases, and customer segments.
  • Collaborate closely with the sales organization during the pre-sales cycle to serve as the key expert on business value, helping to qualify opportunities and shape deal strategy.
  • Partner with Customer Success Managers post-sale to track and measure the actual value realized by customers, ensuring the initial business case is achieved and identifying upsell/cross-sell opportunities.
  • Build strong relationships with customer executives, becoming a trusted advisor on how to maximize the value and adoption of our platform within their organization.
  • Present strategic business value propositions and financial impact analyses to senior executives, including CFOs, CIOs, and VPs, with confidence and credibility.
  • Develop and maintain a repository of customer success stories, value-based case studies, and industry benchmarks to be used by the broader go-to-market teams.
  • Train and enable sales and customer success teams on value-selling methodologies, best practices, and the effective use of value management tools.
  • Provide expert consultation to the product and marketing teams, using insights from customer engagements to influence a value-based product roadmap and messaging.
  • Conduct regular business reviews with key customers to present value realization findings, reinforce the partnership, and advise on future opportunities for value creation.
    because of the data they can bring to the table.
  • Standardize the value realization framework and methodology across the organization to ensure a consistent and high-impact approach to customer engagements.
  • Analyze market trends and the competitive landscape to refine our value proposition and ensure our financial models reflect current business realities.
  • Drive the creation of thought leadership content, such as white papers, webinars, and blog posts, centered on the business value and economic impact of our solutions.
  • Function as the subject matter expert on value selling and realization, providing guidance and mentorship to other members of the go-to-market organization.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis to uncover new value drivers and customer insights.
  • Contribute to the organization's data strategy and roadmap by identifying key metrics and data points needed to effectively measure customer value.
  • Collaborate with business units to translate data needs into engineering requirements for our internal analytics and value management platforms.
  • Participate in sprint planning and agile ceremonies within the data engineering team when developing or enhancing value-related tools.
  • Assist in pricing and packaging discussions by providing data-backed insights on the perceived and realized value of different product features.
  • Support marketing campaigns by providing quantitative evidence and compelling narratives for use in lead generation and brand awareness efforts.

Required Skills & Competencies

Hard Skills (Technical)

  • Financial Modeling: Deep expertise in building complex financial models, including ROI, TCO, NPV, and IRR calculations from scratch.
  • Business Case Development: Proven ability to construct and articulate compelling, data-driven business cases for an executive audience.
  • Data Analysis & Visualization: Proficiency with tools like Excel, Google Sheets, and BI platforms (e.g., Tableau, Power BI) to analyze data and present findings.
  • Presentation Software: Mastery of PowerPoint, Google Slides, or similar tools to create polished, high-impact executive presentations.
  • CRM & Sales Tools: Familiarity with CRM systems like Salesforce to track engagement and align with sales processes.
  • Value Management Platforms: Experience with dedicated value selling/management software (e.g., Mediafly, DecisionLink, Ecosystems) is a strong plus.

Soft Skills

  • Executive Presence & Communication: The ability to confidently and credibly engage with C-level executives and senior leadership.
  • Consultative Mindset: A natural curiosity and skill for asking probing questions to uncover underlying business challenges and strategic goals.
  • Storytelling: The capacity to weave complex data and financial analysis into a simple, compelling, and memorable narrative.
  • Stakeholder Management: Adept at navigating complex organizations and building consensus across different departments and seniority levels.
  • Problem-Solving: Strong analytical and quantitative problem-solving skills, with an ability to think strategically and creatively.
  • Collaboration: A team-oriented mindset with a proven ability to work cross-functionally with sales, marketing, product, and customer success.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree

Preferred Education:

  • MBA or Master's Degree in a quantitative or business-focused field.

Relevant Fields of Study:

  • Business Administration
  • Finance or Economics
  • Management Information Systems
  • Engineering

Experience Requirements

Typical Experience Range: 5-10 years of experience in a relevant, customer-facing role.

Preferred: Direct experience in management consulting, value engineering, solutions consulting, investment banking, or a similar analytical and strategic role within a B2B enterprise software or technology company. A proven track record of influencing six- and seven-figure deals is highly desirable.

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