Value Realization Leader

Position Summary

The Value Realization Leader is responsible for defining, measuring, and communicating the business value Accruent delivers to our largest and most strategic customers. You will build and lead a team of Value Realization Managers who partner closely with Global Flagship account leaders. Your mission is to drive customer adoption, advocate for value-based selling, and ensure that every client engagement demonstrates clear ROI—fueling renewals, expansions, and advocacy.

Key Responsibilities

Team Leadership & Development

• Recruit, coach, and mentor a high-performing team of Value Realization Managers.

• Set clear objectives, metrics, and career paths for your team, ensuring continuous skills development in financial analysis, implementation optimization, change management, and customer engagement.

• Establish a culture of collaboration, accountability, and customer-first thinking.

Value Strategy & Methodology

• Define and standardize value realization frameworks, tools, and best practices across global and regional sales motions.

• Develop playbooks for ROI assessments, total cost of ownership analyses, and business case development.

• Continuously refine methodologies based on customer feedback and market trends.

Customer Engagement & Value Delivery

• Oversee the delivery of value workshops, executive briefings, and business case presentations to C-suite stakeholders.

• Partner with Value Realization Managers to capture baseline metrics, quantify benefits, and articulate outcomes in financial and operational terms.

• Ensure consistent follow-up to measure realized value post-implementation.

Sales Enablement & Collaboration

• Work hand-in-hand with account team leaders to embed value-based selling into account plans and deal cycles.

• Provide on-demand advisory to sales teams during pricing discussions, contract negotiations, and executive reviews.

• Create training programs for sales, customer success, and services teams on value messaging and ROI modeling.

Value Measurement & Reporting

• Define key performance indicators (e.g., ROI, payback period, retention lift) and build dashboards to track realized outcomes by account, region, and solution.

• Present aggregated and account-level value metrics to executive leadership to inform go-to-market strategy and resource allocation.

• Use analytics to identify high-impact expansion opportunities and to surface early-warning signs of at-risk accounts.

Cross-Functional Partnership

• Collaborate with Product Management to ensure customer outcomes inform roadmap prioritization and feature development.

• Partner with Marketing to develop case studies, ROI calculators, and thought leadership assets.

• Align with Finance and Pricing teams to validate business case assumptions and support innovative commercial models.

Qualifications

Required Experience

• 8+ years in value realization, customer success, sales operations, or pre-sales consulting within a B2B SaaS or technology services environment.

• 3+ years of people leadership experience, managing teams that deliver financial analyses, ROI workshops, or strategic customer engagements.

• Proven track record of driving customer adoption, renewals, and upsell through clear articulation of business value.

• Strong financial acumen with experience in building business cases, TCO models, and cost-benefit analyses.

• Exceptional communication and presentation skills, comfortable engaging with C-level executives.

• Ability to manage multiple high-priority projects and balance strategic vision with tactical execution.

Preferred Qualifications

• Experience supporting large, global enterprise accounts, particularly in regulated or asset-intensive industries (e.g., real estate, facilities, healthcare).

• Familiarity with sales enablement platforms and analytics tools (e.g., Salesforce, Gainsight, Tableau).

• Change management or consulting background, with certifications such as Value Selling, FBS, Six Sigma, or PMP.

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. 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 advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 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 Accruent

Personal development and becoming the best you is all about growth and exploring new skills and opportunities – both in and out of the office. At Accruent, we call this Grow Without Limits, and we’re proud to offer each of our employees the resources, coaching and support necessary to achieve Growth Without Limits in their personal and professional lives. Explore where the path takes you.

Accruent is a leading provider of solutions for unifying the built environment —spanning real estate, physical and digital assets, and the integrated technology systems that connect and control them. Accruent continues to set new expectations for how organizations can use data to transform how they manage their facilities and assets. With U.S. headquarters in Austin, Texas, Accruent serves over 5,000 customers in a wide range of industries in more than 100 countries worldwide.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].

Pay Range

The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 132000 - 220400