The Value Realization Manager is a strategic customer-facing role responsible for quantifying, tracking, and communicating the value delivered through Accruent’s software and services. As a key partner to both the Global Flagship and North America sales teams, this role helps develop business cases, conduct ROI analyses, and support executive conversations that drive customer retention, expansion, and advocacy. This is a highly collaborative position that blends financial analysis, strategic thinking, and customer engagement.
Key Responsibilities
Customer Value Engagement
• Partner with Account Executives, Value Realization team members, and Solutions Consultants to understand customer goals, baseline metrics, and operational pain points.
• Lead or support value discovery sessions and business case development for strategic sales opportunities.
• Conduct ROI, total cost of ownership (TCO), and cost-benefit analyses to articulate the financial impact of Accruent solutions.
• Deliver value-focused presentations to customer stakeholders and decision-makers, including executives.
Value Tracking & Realization
• Establish frameworks to measure pre- and post-implementation success metrics.
• Track and report realized value through customer adoption, process improvements, cost savings, and other performance outcomes.
• Support preparation for Executive Business Reviews (EBRs) by providing data-driven insights on account value achieved.
• Help identify whitespace and expansion opportunities based on unmet needs or unrealized value.
Internal Collaboration & Sales Support
• Work closely with Sales, Value Realization, Services, and Product teams to align value stories with customer use cases and industry benchmarks.
• Provide support throughout the sales cycle, including RFP responses, procurement justification, and contract negotiations.
• Enable sellers and account teams with tools, templates, and content to support value-based selling motions.
Continuous Improvement & Enablement
• Contribute to the refinement of Accruent’s value realization methodology, templates, and messaging.
• Capture and share best practices, reusable business cases, and outcome-based reference materials.
• Support development of success stories and value narratives that can be used in marketing and customer advocacy programs.
Qualifications
Required Experience
• 3–6 years of experience in customer value, sales engineering, customer success, management consulting, or financial analysis in a B2B SaaS or technology company.
• Demonstrated ability to conduct ROI modeling, build business cases, or perform data-driven customer impact analysis.
• Strong communication and presentation skills with the ability to translate complex data into compelling customer narratives.
• Experience working directly with customers and internal cross-functional teams in a fast-paced environment.
• Proficiency in Excel, PowerPoint, and CRM systems such as Salesforce.
Preferred Qualifications
• Exposure to enterprise customers, particularly in asset-intensive or highly regulated industries (e.g., facilities, healthcare, manufacturing, real estate).
• Familiarity with value-based selling, customer lifecycle management, or SaaS financial metrics (ARR, CAC, LTV, etc.).
• Bachelor's degree in Business, Finance, Economics, or a related field; advanced degree or certifications in business analysis or consulting is a plus.
Fortive Corporation Overview
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.
We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
About the TeamTop Skills
What We Do
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions. We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating. Fortive: For you, for us, for growth.
