At Finastra, we’re a global leader in financial services software, dedicated to expanding access to financial services and shaping what’s next for the industry. Our technology powers mission‑critical solutions across Lending, Payments and Universal Banking, supporting over 7,000 customers, including 80% of the world’s top 50 banks, in more than 110 countries.
About the Role
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.
The ideal candidate brings deep experience in consultative/value selling, value engineering, programmatic sales enablement, and financial modelling, paired with subject matter expertise in financial services and lending operations.
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, and the 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.
Esperience:
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.
We are proud to offer a range of incentives to our employees worldwide. These benefits are available to everyone, regardless of grade, and reflect the values we uphold:
· Flexibility: Enjoy unlimited vacation, based on your 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 our Employee Assistance Program, find support from our network of Wellbeing Champions and Gather Groups, and a calendar of monthly events and initiatives designed to help you thrive - Inside and Outside of work.
· Medical, life & disability insurance, retirement plan, lifestyle and other benefits*
· Sustainability: Benefit from paid time off for volunteering and donation matching.
· DEI: Participate in multiple DE&I groups for open involvement (e.g., Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra).
· Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool.
· Recognition: Be part of our global recognition program, Finastra Celebrates, and contribute to regular employee surveys to help shape Finastra and foster a culture where everyone is engaged and empowered to perform at their best.
*Specific benefits may vary by location.
At Finastra, each individual is unique, bringing their own ideas, thoughts, cultural beliefs, backgrounds, and experiences together. We learn from one another, embrace and celebrate our differences, and create an environment where everyone feels safe to be themselves.
Be unique, be exceptional, and help us make a difference at Finastra!
Finastra London, England Office
London, United Kingdom
