Customer Value Manager

Description
Ready to join a team that's all in? At Imprivata, we deliver unified access and security management programs that eliminate friction, empowering healthcare and mission-critical organizations to work smarter, faster, and more securely.
We believe work can be more than a job or task-it's a collective spirit; the type that emboldens creativity, embraces challenge, and fosters excitement. We are constantly raising the bar on what's possible, owning the outcome of our triumphs and trials, staying nimble amidst change, and cultivating an environment where we win together. Here, your ideas matter, your differences are celebrated, and your work drives real results-for your career, your teammates, and our customers.
When you join Imprivata, you embark on a shared journey of ambition and growth. We're committed to building an inclusive workplace where everyone feels valued and supported. If you're looking for a place to match your passion with purpose-and where every day you can make an impact-you'll find it here.
We are seeking a Customer Value Manager to join our team. This is a hybrid opportunity based out of our Austin, TX; St. Petersburg, FL; or Waltham, MA office.
Job Summary
The Customer Value Manager (CVM) is a strategic, customer-facing role focused on defining, enabling, and validating the return on investment (ROI) of Imprivata's solutions throughout the customer lifecycle. In pre-sales, the CVM acts as an ROI and value modeling expert, partnering with Product, Sales, Solutions Engineering, Channel Partners, and prospects to build customer-specific business cases that support executive decisions and accelerate deals. In post-sales, the CVM works with Customer Success and customers to confirm that projected ROI is achieved and aligned with initial value commitments. By reinforcing measurable business impact, the CVM drives renewals, expansions, and long-term customer advocacy.
Duties and Responsibilities

• Serve as the primary ROI and value subject matter expert for customer engagements.
• Partner with Product Marketing to develop and maintain standardized ROI models and value frameworks.
• Ensure ROI tools are practical, credible, and easy for Sales, Solutions Engineering, and Channel Partners to use.
• Build customized business cases for prospects, including ROI, TCO, payback, productivity gains, cost avoidance, and risk reduction.
• Embed quantified financial value into RFx, RFP, and RFI responses and present business cases to technical and executive stakeholders.
• Advise Sales on value positioning and competitive differentiation throughout the sales cycle.
• Partner with Customer Success post-sale to validate projected ROI and track value realization.
• Establish success metrics, baselines, and deliver value realization reports highlighting financial and operational outcomes.
• Support executive reviews, renewals, and expansions by reinforcing measurable business impact and addressing value gaps.
• Act as a cross-functional connector, aligning Product, Sales, Security, and Customer Success teams around consistent value messaging and continuous ROI improvement.
• Other duties as assigned and required.

Qualifications

• Bachelor's degree in Business, Finance, Engineering, Information Systems, Cybersecurity, or a related field.
• 5+ years of experience in value management, business case development, consulting, customer-facing technical roles, or sales enablement.
• Proven experience building, presenting, and defending ROI models and financial justifications for enterprise technology investments.
• Dynamic analytical skills with the ability to translate technical capabilities into business outcomes.
• Excellent executive-level communication and presentation skills.
• Ability to operate effectively in a highly matrixed, cross-functional environment.
• Experience partnering with Product Marketing on ROI frameworks or economic modeling.
• Experience working with Customer Success teams on post-sale value realization.
• Familiarity with identity and access management, cybersecurity, or regulated industries such as healthcare.
• Ability to leverage AI tools to enhance ROI modeling and, analyze customer data, and optimize Imprivata internal ROI content and collateral, while serving as the primary owner of customer value strategy-leading executive ROI discussions, dynamically adapting models based on live customer input, validating realized customer outcomes post-sale, and building trusted relationships with customer CFO, CIO, CISO and other C-suite stakeholders.

This position offers a total compensation range of $81,000.00 to $105,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata's benefit offerings can be found here. This range represents the high and low end of Imprivata's compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate's location, skills, experience, and qualifications.
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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