Job Summary
The Customer Value Manager (CVM) is a strategic, customer-facing role focused on defining, enabling, and validating the return on investment (ROI) of Imprivata’s solutions throughout the customer lifecycle. In pre-sales, the CVM acts as an ROI and value modeling expert, partnering with Product, Sales, Solutions Engineering, Channel Partners, and prospects to build customer-specific business cases that support executive decisions and accelerate deals. In post-sales, the CVM works with Customer Success and customers to confirm that projected ROI is achieved and aligned with initial value commitments. By reinforcing measurable business impact, the CVM drives renewals, expansions, and long-term customer advocacy.
Duties and Responsibilities
- Serve as the primary ROI and value subject matter expert for customer engagements.
- Partner with Product Marketing to develop and maintain standardized ROI models and value frameworks.
- Ensure ROI tools are practical, credible, and easy for Sales, Solutions Engineering, and Channel Partners to use.
- Build customized business cases for prospects, including ROI, TCO, payback, productivity gains, cost avoidance, and risk reduction.
- Embed quantified financial value into RFx, RFP, and RFI responses and present business cases to technical and executive stakeholders.
- Advise Sales on value positioning and competitive differentiation throughout the sales cycle.
- Partner with Customer Success post-sale to validate projected ROI and track value realization.
- Establish success metrics, baselines, and deliver value realization reports highlighting financial and operational outcomes.
- Support executive reviews, renewals, and expansions by reinforcing measurable business impact and addressing value gaps.
- Act as a cross-functional connector, aligning Product, Sales, Security, and Customer Success teams around consistent value messaging and continuous ROI improvement.
- Other duties as assigned and required.
Qualifications
- Bachelor’s degree in Business, Finance, Engineering, Information Systems, Cybersecurity, or a related field.
- 5+ years of experience in value management, business case development, consulting, customer-facing technical roles, or sales enablement.
- Proven experience building, presenting, and defending ROI models and financial justifications for enterprise technology investments.
- Dynamic analytical skills with the ability to translate technical capabilities into business outcomes.
- Excellent executive-level communication and presentation skills.
- Ability to operate effectively in a highly matrixed, cross-functional environment.
- Experience partnering with Product Marketing on ROI frameworks or economic modeling.
- Experience working with Customer Success teams on post-sale value realization.
- Familiarity with identity and access management, cybersecurity, or regulated industries such as healthcare.
- Ability to leverage AI tools to enhance ROI modeling and, analyze customer data, and optimize Imprivata internal ROI content and collateral, while serving as the primary owner of customer value strategy—leading executive ROI discussions, dynamically adapting models based on live customer input, validating realized customer outcomes post-sale, and building trusted relationships with customer CFO, CIO, CISO and other C-suite stakeholders.
What the Team is Saying
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Imprivata Compensation & Benefits Highlights
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Healthcare Strength — Health coverage includes employer funding of half of the medical plan deductible via HSA or HRA, plus dental, vision, an EAP, and wellness reimbursements. Disability, life insurance, and optional pet insurance broaden the medical and wellness safety net.
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Parental & Family Support — Fully paid parental leave for birthing parents is paired with paid bonding leave for adoptive, foster, and non‑birthing parents. A Care.com membership and coverage for domestic partners and dependents extend everyday family support.
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Leave & Time Off Breadth — A flexible time‑off policy with no fixed vacation bank supports taking time away as needed. Paid holidays and broader PTO practices emphasize flexibility over strict accruals.
Imprivata Insights
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What We Do
For more than two decades, Imprivata has been redefining how life- and mission-critical industries secure and manage digital identities. We empower healthcare and enterprise organizations to enable fast, compliant, and secure access to technology—allowing clinicians and staff to stay focused on what matters most: patient care and operational excellence. Our digital identity platform is purpose-built for complex environments where every second counts and security can never take a back seat. From authentication and access management to device, application, and identity governance, Imprivata provides a unified approach that balances usability with protection. Trusted by the world’s leading healthcare systems and enterprises in over 45 countries, we deliver solutions that improve efficiency, safeguard data, and drive digital transformation. At Imprivata, our commitment goes beyond technology—we partner closely with our customers to ensure their success, every step of the way.
Why Work With Us
At Imprivata, every voice matters. We’re a global team driven by innovation, compassion, and collaboration. Together, we live our values—Raise the Bar, Own the Outcome, Stay Nimble, and Win Together—while making a real impact on healthcare, technology, and the communities we serve.
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Imprivata Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Imprivata offers a flexible hybrid work model with three in-office days and two remote. Collaboration is key, and schedules are coordinated with managers to balance flexibility and connection.
