Customer Value Lead

Finastra International Limited; City of London; Hybrid; GBP 70,000 - 90,000; Full time

Job summary

A global financial solutions provider is seeking a Customer Value Lead in London to drive incremental ACV through customer engagement and value-selling initiatives. The ideal candidate will have over 10 years of experience in management consulting and value selling, with strong communication skills and the ability to engage with C-level decision-makers. This full-time role offers flexible working arrangements and various employee benefits.

Benefits

Unlimited vacation

Access to therapy and coaching

Medical and life insurance

Paid time off for volunteering

Career development opportunities

Qualifications

• 10+ years of experience in management consulting or value selling.
• 5+ years in complex sales cycles and engagement with C-level executives.
• Deep product and industry knowledge, particularly in financial services.

Responsibilities

• Drive effective customer value engagements.
• Create programmatic value selling approaches.
• Develop strategic content for senior client executives.
• Conduct bespoke ROI analyses.

Skills

Management consulting

Value selling

Stakeholder management

C-level engagement

Communication skills

Analytical skills

Leadership

Executive communication

Microsoft Office proficiency

Education

Bachelor's degree or equivalent experience

Job description

We are Finastra, a global provider of open finance software solutions dedicated to expanding access to financial services. Our innovative applications cover Lending, Payments, Treasury, Capital Markets and Universal Banking. Serving over 8,000 customers, including 45 of the world’s top 50 banks, we strive to boost financial inclusion for all.

Role Overview

The Customer Value Lead will drive incremental ACV through customer engagements, programmatic initiatives and the adoption of value‑selling tools. The role requires deep expertise in consultative/value selling, strong stakeholder management skills, and the ability to engage with C‑level executives. The Lead will partner with sales teams to shape value propositions, assess customer ROI, and ensure alignment with sales leadership.

Responsibilities & Deliverables

• Drive effective Customer Value engagements across selected opportunities.
• Create programmatic approaches for value selling at scale.
• Partner with sales teams to engage with customer C‑level stakeholders on top opportunities, shaping value propositions and assessing ROI.
• Ensure alignment with Sales MD, Sales Management, and GSC Management.
• Participate in the development of value‑selling assets.
• Advise Financial Services executives on the business and financial impact of technology decisions, outlining investment impacts, ROI, and competitive advantages.
• Develop innovative approaches to customer engagement and advisory, differentiating the company in the marketplace and increasing sales effectiveness.
• Create strategic content for senior client executives to drive a value‑based approach.
• Conduct bespoke ROI analyses with and for key clients and prospects.
• Create reusable qualitative and quantitative analysis content (tools, messaging).
• Integrate a value focus into the sales process across all designated strategic deals.
• Other duties as assigned.

Key Performance Indicators (KPIs)

• Revenue impacted by the Value Selling team
• Pipeline impacted by the Value Selling team
• Total number of high‑impact engagements

Required Skills and Experience

• 10+ years of Management consulting and/or value selling experience
• 5+ years’ experience in complex sales cycles and C‑level engagement
• Strong stakeholder management skills to drive adoption, change management, and cross‑functional alignment.
• Deep expertise in consultative/value selling and its evolution.
• Senior executive management and interaction skills, including coaching value leads.
• Assertiveness and leadership to drive a vision and elevate value selling practices.
• Expertise in consultative/value selling for complex enterprise sales cycles.
• Effectiveness in engaging with C‑level decision‑makers.
• Ability to manage multiple stakeholders and address complex problems.
• In‑depth knowledge of client businesses, challenges, and opportunities, and the ability to position solutions.
• Deep product and industry knowledge, including market trends and competitive intelligence.
• Exceptional written, verbal, and interpersonal communication skills.
• Executive‑level communication and presentation skills.
• Proven ability to articulate value propositions and quantify ROI.
• Proficiency with Microsoft Office.
• Proven record of matching customer needs with solutions.
• Responsiveness, reliability, and results orientation.
• Business‑level fluency in spoken and written English.
• Knowledge of the financial services industry.

Education

• Bachelor’s degree or equivalent experience.

Physical Demands

• Ability to receive, express, or exchange detailed information through oral and written communication.
• Ability to see and operate a computer.

Work Environment

• Work is performed in a general office or virtual environment.
• Some travel is required.

Benefits

• Flexibility: Unlimited vacation based on location and business priorities, hybrid working arrangements, and inclusive policies such as paid time off for voting, bereavement, and sick leave.
• Well‑being: Access confidential one‑on‑one therapy through the Employee Assistance Program, unlimited personalized coaching via our coaching app, and support groups for emotional and mental health.
• Medical, life & disability insurance, retirement plan, lifestyle and other benefits.
• ESG: Paid time off for volunteering and donation matching.
• DEI: Participation in multiple DE&I groups for open involvement (e.g., Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra).
• Career Development: Access to online learning and accredited courses through our Skills & Career Navigator tool.
• Recognition: Global recognition program, Finastra Celebrates, and contributions to employee surveys to shape Finastra and foster a culture of empowerment.
• Specific benefits may vary by location.

Other Details

• Seniority level: Mid‑Senior level
• Employment type: Full‑time
• Job function: Other
• Location: London, United Kingdom