Customer Strategy and Value Lead, North America

About the Customer Strategy and Value Team 

The Customer Strategy and Value team supports our customers and prospects in assessing the impact and total value to be generated by Feedzai’s RiskOps platform - This is achieved by considering the broader impact in their strategic, customer experience and risk agenda. By doing it we are advising banks on how to improve their fraud prevention practices and what is the best approach to implement it. 

The CSV team objective is to center Feedzai’s sales and customer management practices in strategic outcomes and value selling. The team is for that reason a critical enabler for Feedzai’s high-growth objectives. 

We measure our success in the impact we have in the win rate and deal size by engaging with all relevant senior stakeholders and establishing strategic impact and total value of Feedzai’s solutions.

It is a team that is at the forefront of the evolving trends in Financial Services, Commerce and Risk practices and how they impact the priorities of the senior business, risk and technology executives in banks, fintechs and merchants. 

We deliver on our mandate through: 

• Consultative engagements with banks, fintechs and merchants. The objective is to recommend a strategy - and estimate the overall business case to support it - for their technology investments within the Risk scope considering their strategy, current situation and market dynamics 
• Working with the Sales and Account Management teams in defining their account strategy, creating value propositions and shaping the sales strategy and stakeholder engagement 
• Define and maintain the knowledge assets and tools - Value frameworks, Capability maturity models, Customer journeys, role specific journeys benchmarks database, Customer Success cases,.. 
• Enabling Sales and Account managers in Value Selling and Shaping of value propositions. 

Everything we do is part of a collaborative effort that in addition Sales and Account managers also involves sales consultants, advisory team, industry specialists, product managers, customer success and delivery team among many others. 

You

We are looking for management consultants and/or value selling professionals with extensive experience in supporting senior executives evaluating critical technology and business decisions. 

A Customer Strategy and Value lead needs to be able to manage virtual teams of specialists, be seen as a trusted advisor to Senior Executives and have exceptional analytical and consultative skills. 

It is a must to be results oriented, have a can-do attitude and to be continuously raising the bar (we are never satisfied with the status quo). 

In order to be successful it is also critical to have excellent communication skills, be emphatic and be a leader through influence. 

Being successful in this role means that customers’ senior stakeholders trust you, that you got their buy-in in your recommendations and business cases and that you are able to successfully position an ambitious change agenda. It also means that in your region value selling is widely adopted with clear results in total revenue and win rate. 

You must be comfortable working under continuous change and in driving innovative approaches on how to tackle new situations where nobody will be able to give you the answers.

Your Day-to-Day

• Lead Strategic and Value consultative engagements 
• Work with Sales and Account Manager executives in defining account strategies ● Work with the regional General Manager to define priorities and approaches, follow a governance plan and establish an ongoing cadence to discuss results and customer’s feedback 
• Work in specific sales opportunities - shape strategic value propositions, create business cases, participate in discovery sessions (with Executives, product managers,...), iterate findings with customer stakeholders and “win” their buy-in. 
• Own the development and maintenance of specific knowledge assets and tools - e.g. Value frameworks, Capability maturity models - often in collaboration with other teams ● Customer Case study interviews to develop points of view on what our customers are achieving and the impact it is having 
• Be part of strategic initiatives related to Feedzai’s Go To Market - e.g. defining regional salesplays, assessing impact of market dynamics in specific offerings, …. 

Your Know-How

• 5+ years of experience in management consulting, value selling or working in internal strategy teams 
• 10+ years of working experience 
• Excellent communication skills; extensive experience in presenting and influencing Senior Executives 
• Extensive experience working in English 
• Extensive experience in problem analysis (assess, defining frameworks for evaluation, identifying options,...); You can really create a robust analysis that is clear, sharp and actionable 
• Having an MBA is highly valued as well as previous experience in Technology and Financial Services 
• Also highly valued:
  • Experience working in the payments space or/and fraud in financial services/merchants/ acquirers
  • Experience in storytelling, design thinking, customer journeys assessment ○ Worked in a SaaS vendor

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