Customer Success Management P17

Accruent is hiring a Value Realization Manager to quantify, track, and communicate the value delivered through its software and services. The role partners with sales and customer teams to develop business cases, conduct ROI analyses, and support customer retention, expansion, and advocacy.

Responsibilities:

• 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
• 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
• 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
• 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

Requirements:

• 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
• 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