Senior Business Value Consultant
Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About the Role:
At Motive, we are hyper-focused on customers and delighting them with a buying experience like no other. Value at Motive puts the customer first by quantifying and articulating the tangible benefits of Motive's technology solutions.
As a Senior Business Value Consultant, you will lead and collaborate with our Sales, Sales Engineering, and Customer teams to focus on each customer's unique business outcomes by clearly communicating the value of Motive's product set. This involves translating product features into financial and operational results that will lead to the customer's most important business outcomes.
What You'll Do:
- Build business cases directly with the sales team and customers on the largest deals
- Articulate the business value proposition in a concise, focused message using language that each internal and external stakeholder understands
- Quantify business value by translating technical advantages to specific financial results and business outcomes
- Present the value of Motive solutions to customer executives with a solid understanding of how the customer will gain value and how the Motive solution will drive financial value
- Lead the use of value selling content and the value selling process at our top customer accounts
- Lead the sales team through the delivery of content, methods, and tools for value measurement and calculation
- Partner with sales leaders to spread value-based selling among new sales reps and existing sales reps
- Partner with product line owners to quantify new functionality and new areas of customer value
- Partner with marketing to update and share content that clearly states the value of our products and services
- Educate account teams, engineering teams, and marketing teams on business value best practices and trends
- Monthly reporting of Value Consulting impact on the sales team’s success metrics
What We're Looking For:
- 3+ years in a Business Value, Value Engineering, or similar position
- Bachelor's Degree required. Master's Degree/MBA preferred but not required
- Previous experience in a sales or sales engineering role in a high-growth technology company
- Expert business case practitioner as applied to selling technology solutions
- Strong command of business case frameworks that use story-telling and financial concepts like revenue gain, cost savings, risk reduction, cash flow, and ROI financial metrics (NPV, IRR, Payback)
- Experience using Google Workplace suite of applications, including Slides, Sheets, Docs, and Meet
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