Business Value Consultant

The Business Value Consultant at Motive is responsible for quantifying and articulating the tangible benefits of Motive's technology solutions to customers. They will collaborate with the sales, sales engineering, and customer teams to understand each customer's unique business outcomes and translate product features into financial and operational results. The consultant will build business cases, present the value of Motive solutions to customer executives, and lead the use of value selling content and processes. They will also partner with sales leaders, product line owners, and marketing to spread value-based selling and update content. The consultant will have a strong focus on customer satisfaction and driving financial value for the company.

• 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

• 3+ years of experience in a Business Value, Value Engineering, or similar position
• Bachelor's Degree (unspecified field)
• Ability to build business cases with sales team and customers on large deals
• Strong communication skills to articulate the business value proposition in a concise and focused message
• Ability to quantify business value by translating technical advantages into specific financial results and business outcomes
• Experience presenting the value of solutions to customer executives
• Familiarity with value selling content and process
• Ability to lead sales team in delivering value measurement and calculation
• Collaboration with sales leaders to spread value-based selling among new and existing sales reps
• Partnership with product line owners to quantify new functionality and areas of customer value
• Collaboration with marketing to update and share content that highlights the value of products and services
• Knowledge of business value best practices and trends
• Monthly reporting of Value Consulting impact on sales team's success metrics

• Competitive salary range of $160,000-$215,000 USD
• Health, pharmacy, optical, and dental care benefits
• Paid time off and sick time off
• Short-term and long-term disability coverage
• Life insurance
• 401k contribution
• Remote work opportunities
• Opportunity to work on-site at global office locations
• Recognition by Fortune for Best Workplaces
• Forbes Best Startup Employers
• Comparably recognition for Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity
• Employee net promoter score of 63, placing Motive in the top 5% of companies with 4,000 employees or more
• Opportunities for career growth and development
• Inclusive and diverse workplace environment