Customer Value Manager, Tekion
CA$94-117k
+ Stock options
End-to-end, AI-native platform for automotive retail
Be an early applicant
End-to-end, AI-native platform for automotive retail
1001+ employees
Be an early applicant
CA$94-117k
+ Stock options
1001+ employees
Company mission
To build the world's best business applications in the cloud.
Role
Who you are
- Bachelor’s degree in Business, Operations, Automotive Management, Communications, or related field preferred; equivalent relevant experience accepted in lieu of degree
- 3–5 years of experience in customer value, account management, client-facing consulting, or a related customer-facing role in a SaaS environment
- Demonstrated ability to manage executive relationships and lead value-focused conversations with dealer principals, general managers, or comparable senior customer stakeholders
- Strong analytical instincts, including the ability to review performance data, adoption trends, and operational signals and translate them into a compelling customer value narrative
- Experience developing account plans, success plans, value plans, or comparable structured customer engagement strategies preferred
- Experience forecasting account health, renewal risk, or expansion opportunity across a portfolio preferred
- Experience collaborating cross-functionally with Sales, Product, Support, Enablement, or similar internal teams to improve customer outcomes
- Familiarity with CRM platforms such as Salesforce preferred
- Familiarity with business intelligence and reporting tools such as Tableau, Looker, or Power BI preferred
- Automotive industry experience or familiarity with dealership operations strongly preferred
- Ability and willingness to travel up to 50% for dealership visits, onsite engagement, and customer events
- Strong written and verbal communication skills, including the ability to lead executive conversations and prepare clear internal account context
- Ability to operate effectively in a fast-paced, high-growth environment with shifting priorities, portfolio needs, and organizational structures
What the job involves
- The Customer Value Manager is the primary owner of the customer relationship and long-term success of assigned dealership accounts within Tekion’s Customer Value Services organization
- This is not a support role with a retention overlay
- It is a strategic value leadership role responsible for understanding each dealer’s business goals, connecting those goals to measurable outcomes within the Tekion platform, and ensuring value is visible, documented, and expanding over time
- The Customer Value Manager serves as the strategic quarterback for every account in the portfolio
- This role leads the ongoing customer relationship across operational and executive stakeholders, owns the Customer Value Plan (CVP) for each account, drives outcome-focused Value Reviews, maintains visibility into portfolio health and risk, and helps ensure renewals and expansion opportunities are supported by a clear, data-backed value narrative
- The Customer Value Manager partners closely with Customer Value Architects, who provide product expertise and maturity diagnostics, and with Virtual Value Managers, who help support account activity between strategic touchpoints
- Together, these roles help close the gap between what a dealer purchased and the value they are actually realizing
- Own the customer relationship across assigned dealership accounts, building and maintaining trusted relationships with operational contacts, general managers, dealer principals, and other key stakeholders
- Develop, maintain, and execute a Customer Value Plan for every account in the portfolio, ensuring plans remain current, actionable, and aligned to dealer priorities and business outcomes
- Lead regular Value Reviews that replace traditional QBRs with structured, outcome-focused conversations grounded in dealer performance, platform adoption, operational progress, and realized value
- Partner with Customer Value Architects (CVAs) to interpret Dealer Maturity Model (DMM) positioning, product adoption data, workflow maturity, and module utilization in order to shape account strategy and identify value gaps
- Translate platform usage, operational performance, and maturity progress into a compelling value narrative that helps customers understand where they are realizing value and where additional opportunity exists
- Maintain visibility into portfolio health through active management of account health indicators, maturity assessments, customer risks, renewal status, and expansion potential
- Forecast renewal readiness across the portfolio, ensuring each renewal is anticipated, supported by documented evidence of realized value, and aligned with Sales-led execution
- Identify and surface expansion opportunities in partnership with Sales by understanding customer needs, value realization progress, operational gaps, and growth potential across accounts
- Represent the voice of the customer internally by escalating risks, highlighting friction points, advocating for improvements, and informing internal priorities that improve customer outcomes
- Partner with Virtual Value Managers (VVMs) to ensure account documentation, operational support activity, weekly account digests, and proactive dealer touchpoints help reinforce broader customer strategy
- Ensure Customer Value Plan documentation, account records, and customer interaction history remain current, accurate, and useful for internal alignment and execution
- Monitor customer progress against agreed goals and maturity milestones, helping dealers move forward in a structured way across the Tekion Dealer Maturity Model
- Coordinate cross-functionally with Sales, Product, Support, Enablement, Implementations, and other internal teams as needed to remove blockers, align account strategy, and improve customer outcomes
- Operate effectively in a high-growth environment where portfolio size, segment design, account structures, and team configurations may evolve over time
- Travel to dealership sites and customer engagement events as needed to strengthen relationships, support value conversations, and improve understanding of dealer operations
- Support broader Customer Value Services goals by improving retention readiness, expansion visibility, customer trust, and measurable value realization across the portfolio
Our take
Car dealerships suffer from an inefficiency problem. The paperwork and administration required to complete a sale requires dealers to manage a disjointed set of various software applications. Tekion is offering an enticing remedy - a cloud-based automotive retail system that integrates the various software applications in a single infrastructure.
Competition has been strong, with rivals CDK Global and Reynolds & Reynolds offering a competitive raft of features, and benefiting from strong prior relationships with dealerships. Tekion, however, has nevertheless secured customers for the software in 28 states - likely in part due to the efficiency of partnering with a single growing service as opposed to a disparate spread.
This momentum shows no signs of slowing either, as Tekion has attracted attention from major players like CMC, Chrysler and Chevrolet. By streamlining dealership operations into a single platform, the company is proving that even in a crowded market, innovation and simplicity can win. Its recent release of AI agents and an AI interface also shows it is moving with the times.
Freddie
Company Specialist at Welcome to the Jungle
Insights
25% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jul 2024
$200m
GROWTH EQUITY VC
Oct 2021
$250m
SERIES D
Total funding: $635.1m
Company benefits
- Silicon Valley Startup Environment
- Stock Options
- Focus on Work/Life Balance
- Recognition Culture
- Health and Wellness
- Unparalleled Career Development
Company HQ
Pleasanton, CA
Leadership
Jay Vijayan
(CEO & Co-Founder)They started their career at Oracle, where they spent over 7 years in Management before spending 4 at VMware. They then worked at Tesla for 4 years, leaving their position as CIO to found Tekion in February 2016.
Guru Sankararaman
(COO & Co-Founder)After working as a Chief Architect at Cisco, they joined Tesla for 4 years. Initially they served as Director of Information Technology and then later became VP of Information Technology. Left this role to co-found Tekion in 2016.
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