Sr. Manager, Customer Value
About this role
About the Role The Customer Value Management role is the profitability and deal-governance engine of the commercial organization. This role couples two primary responsibilities: improving customer profitability through segmentation and leverages, plus owning the Deal Desk from kickoff through contract signature, driving total cost of ownership and margin discipline across territories. What You'll Do
- Define consistent customer segmentation linked to actual vs potential margin dollars
- Size profitability levers by customer and prioritize resource allocation accordingly
- Standardize deal reviews aligned to deal narrative (shift from unit cost to TCO) and profitability levers for future/multi-year quota-setting across territories
- Drive Customer Profitability Improvement: EBITDA growth by customer, reduce negative EBITDA accounts, and reduce segment variability
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