Basic Function

The Strategic Value & Transformation Director plays a critical role in driving strategic business growth for Lumin Digital by partnering with Sales Executives and prospective financial institutions to define, quantify, and communicate the business value of Lumin’s digital banking platform. This role engages directly with senior executives and key stakeholders to uncover business objectives, financial drivers, and operational challenges, translating them into compelling ROI and total cost of ownership (TCO) models.

Working across complex, multi-stakeholder sales cycles, the Strategic Value & Transformation Director collaborates closely with Sales, Solutions Architects, Product, Marketing, and Client Services to build data-driven business cases that support client decision-making. Success in this role requires strong financial acumen, consultative engagement skills, and the ability to translate complex data into clear, executive-level narratives that accelerate deal velocity and improve win rates.

Essential Functions and Responsibilities

Partner with Sales Executives to support high-value, strategic new logo pursuits by developing and articulating differentiated value propositions.

Lead discovery sessions with financial institution stakeholders to identify business priorities, quantify pain points, and align Lumin’s solutions to measurable outcomes.

Build and customize ROI, TCO, and payback models using client data, industry benchmarks, and financial assumptions.

Translate quantitative analysis into compelling, executive-ready business cases and presentations for C-suite and key decision-makers.

Establish credibility as a trusted advisor by confidently engaging finance, digital, operations, and executive stakeholders.

Collaborate cross-functionally with Solutions Architects, Product, Marketing, and Client Services to ensure value messaging aligns with product capabilities and market positioning.

Support deal strategy by identifying key value drivers, risks, and differentiators within competitive sales cycles.

Standardize and continuously improve value frameworks, tools, and methodologies to scale impact across the sales organization.

Provide feedback on market trends, buyer expectations, and value drivers to inform product strategy and go-to-market messaging.

Assist in preparing materials for internal and external presentations, including board-level business cases.

Perform other duties as assigned.

Physical Demands

While performing the duties of this Job, the employee is regularly required to sit; use hands to type, handle, or feel and talk or hear

Specific vision abilities required by this job include close vision

Ability to occasionally lift/move up to 25 pounds

Individuals with a disability who are otherwise able to perform the essential functions of the job may request reasonable accommodation through the Human Resources department.

Other (Please specify below)

Position Specifications

Education

Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience is preferred.

Experience

7–10 years of experience in value consulting, digital transformation, management consulting, financial analysis, pre-sales strategy, or related roles in enterprise SaaS or technology-driven services required.

Experience working with financial institutions, digital banking platforms, or fintech solutions strongly preferred.

Demonstrated experience building ROI, TCO, or financial models to support complex B2B sales cycles required.

Proven ability to engage in consultative, multi-stakeholder sales environments and influence executive decision-making required.

Experience supporting enterprise sales teams in competitive, high-value deal cycles preferred.7 years of progressive B2B sales experience in enterprise software, SaaS, or technology-driven services, with at least 5 years in the digital banking or financial technology sector required.

Knowledge, Skills, & Abilities

Strong financial and analytical acumen, with the ability to build and defend ROI, NPV, IRR, and cost-benefit models.