[Hiring] Senior Customer Value Partner @iBase-t

Role Description

The Senior Customer Value Partner owns the full customer relationship from final demo and down-select through the complete customer lifecycle. The Senior Customer Value Partner (CVP) is iBase-t's strategic advisor at Tier 1 and Tier 2 enterprise accounts, present when Return on Investment (ROI) commitments are made and accountable for ensuring those commitments are realized. This role operates with full autonomy within iBase-t’s shared CVP methodology — the mark of a Senior Customer Value Partner is mastery of the framework, not departure from it. Senior CVPs build Value Realization Frameworks, shape implementation scope, prepare expansion opportunity frameworks, and govern the four implementation touchpoints (kickoff, steering committee, go-live, post-go-live adoption) while maintaining C-suite executive relationships throughout. Senior CVPs also formally mentor 1–2 Customer Value Partners.

Responsibilities

• Pre-Sale Engagement & Value Realization Framework Initiation
  • Engage with the iBase-t sales team during final demo and down-select phases, establishing the CVP relationship before contract close.
  • Align with and document the ROI commitments made during the sales process; begin structuring the Value Realization Framework (VRF) with specific KPIs, baselines, and measurement cadences before contract execution.
  • Capture generalized implementation scope and roadmap in collaboration with the sales team, creating foundational documentation for Professional Services and Services Sales.
  • Facilitate the transition from sales to Services Sales: integrate the CVP's relationship context, VRF, and scope documentation into the commercial execution of services engagements.
  • Identify license expansion and services opportunities within existing accounts; prepare structured opportunity frameworks with full account context.
• Strategic Advisory & Executive Relationship
  • Serve as iBase-t's trusted advisor at VP, SVP, and C-suite level for all assigned accounts.
  • Own and continuously evolve multi-year Value Realization Frameworks: ROI commitments, adoption milestones, bowler-chart KPIs, and risk indicators.
  • Lead Executive Business Reviews using plan-vs-actual bowler data; facilitate multi-stakeholder alignment sessions and roadmap workshops.
  • Govern the four implementation touchpoints (kickoff, steering committee, go-live, post-go-live adoption).
• Expert Services Coordination & Billable Engagements
  • Design and lead multi-session billable advisory engagements within CVP scope.
  • Drive Expert Services prioritization in sustainment through lightweight adoption mini-plans.
  • Ensure all Expert Services engagement in assigned accounts is coordinated under the CVP relationship.
• Team Contribution & Internal Advocacy
  • Formally mentor 1–2 Customer Value Partners through structured, account-based coaching.
  • Maintain structured account intelligence and share with Services Sales on a defined cadence.
  • Serve as the primary internal voice for assigned accounts across Product, Services, and Executive leadership.

Qualifications

• 8+ years in enterprise software customer success, strategic account management, professional services, or business architecture.
• Demonstrated track record managing multi-site, multi-BU A&D accounts with C-suite engagement.
• Experience building Value Realization Frameworks, multi-year deployment roadmaps, and formal business cases.
• Comfortable operating with full autonomy in a billable advisory model.
• Demonstrated mentoring capability; Bachelor’s required; MBA or advanced engineering degree preferred.
• Ability and willingness to travel 25–35% for strategic account sites and executive workshops.

Company Description