Logo for Motive

Senior Business Value Consultant

Motive

Role overview

Qualifications

  • 3+ years in a Business Value, Value Engineering, or similar position
  • Bachelor's Degree required
  • Previous experience in a sales or sales engineering role in a high-growth technology company
  • Strong command of business case frameworks

Responsibilities

  • Build business cases directly with the sales team and customers on the largest deals
  • Articulate the business value proposition in a concise, focused message
  • Quantify business value by translating technical advantages to specific financial results
  • Present the value of Motive solutions to customer executives

Key facts

Hard skills

Business Analysis Value Engineering Sales Engineering Business Metrics Google Workspace

Other skills

  • Communication
  • Collaboration
  • Presentations
  • Problem Solving

About the company

Motive logo

Motive

Internet of Things (IoT) Platforms

Motive builds technology to improve the safety, productivity and profitability of businesses that power the physical economy. We serve more than 120,000 businesses, across a wide range of industries including construction, field service, agriculture, trucking and logistics, delivery, and more. At Motive, we are committed to building a company that creates products customers love and fostering a culture that enables people to do their best work. We are looking for people from all backgrounds who want to make an impact on the millions of businesses that power the physical economy. Please visit gomotive.com or email us at feedback@gomotive.com for more info.

Company details

Company typeLarge
IndustryInternet of Things (IoT) Platforms
Company size1001 - 5000

Links

Website LinkedIn See all jobs

Your match analysis

See how your profile stacks up against this role.

We compared the job requirements to your profile to show where you're strong and where you fall short.

Job description

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
Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The on-target earnings (base pay + commissions) for this role:
$160,000—$195,000 USD

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. 

Please review our Candidate Privacy Notice here.

UK Candidate Privacy Notice here.

The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. 

All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.

Apply once. Then go straight to the hiring manager.

After you apply, unlock the direct contact details of the people who actually make the call. A quick follow-up makes you 5x more likely to land an interview.

MR

Marcus Rivera

Chief Revenue Officer

m.rivera@company.com
linkedin.com/in/marcusrivera
Unlocked after you apply
·

Consultant Related jobs

United States

Other jobs at Motive

Premium

Reach out to the hiring manager directly.

Gain access to the contact details of the hiring managers who actually decide, and reach out to network with them directly. That, plus more when you upgrade:

  • Full match report with fit score and gaps
  • Career diagnostics on how recruiters read you
  • Curated company matches and warm intros
  • 48h early access to new roles

Cancel anytime.