Customer Value Lead

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.

What will you contribute?

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.

Role Responsibilities & Deliverables:

• 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

We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we stand for:

Flexibility: Enjoy unlimited vacation, subject to local regulations and business priorities. Benefit from hybrid working arrangements and inclusive policies such as paid time off for voting, bereavement, and sick leave.

Well‑being: Access confidential one‑to‑one support through our Employee Assistance Program, connect with our network of Wellbeing Champions and Gather Groups, and take part in monthly events and initiatives designed to help you thrive—inside and outside of work.

Health & Financial Security: Medical, life and disability insurance, retirement plans, lifestyle, and other benefits.*

Sustainability: Paid time off for volunteering and donation‑matching opportunities to support causes that matter to you.

Inclusion: Get involved in our inclusion communities, such as Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, and Women@Finastra—open to everyone who wants to participate and contribute.

Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool.

Recognition: Take part in our global recognition program, Finastra Celebrates, and share your voice through regular employee surveys that help shape our culture and ways of working.

*Specific benefits may vary by location.

At Finastra, each individual is unique—bringing their own ideas, perspectives, cultural backgrounds, and experiences. We learn from one another, value what makes us different, and create an environment where everyone feels included, supported, and able to be their authentic selves.

Be unique. Be exceptional. Help us make a difference at Finastra.

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.