Customer Value Lead - Lending

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 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.

Responsibilities & Deliverables

• Own and evolve value‑selling tools, including automated ROI calculators, business case templates, and self‑service diagnostic tools.
• 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 select high‑impact sales 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 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.

Required Skills & Capabilities

• Deep expertise in value‑selling methodologies, business case development, value storytelling, value quantification, and ROI analysis.
• 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 current trends in global financial services (e.g., cloud and AI adoption, evolving regulations, risk expectations, 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

• Experience designing ROI calculators/financial models and/or managing value automation programs (desired).
• Experience working in financial services or with lending technology providers is an advantage.

Benefits

• Unlimited vacation based on location and business priorities; hybrid working arrangements; inclusive policies including paid time off for voting, bereavement, and sick leave.
• Well‑being: Access confidential one‑on‑one therapy through the Employee Assistance Program, support from wellbeing champions and gather groups, and monthly events and initiatives.
• Medical, life & disability insurance, retirement plan, lifestyle and other benefits.
• Sustainability: Paid time off for volunteering and donation matching.
• DEI: Participation in multiple DEI groups (CountMeIn, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra).
• Career Development: Access online learning and accredited courses through the Skills & Career Navigator.
• Recognition: Global recognition program “Finastra Celebrates” and regular employee surveys.
• Flexible working hours, paid holidays, pension plan, and comprehensive health initiatives.