Senior Business Value Consultant

Motive

6d•$160,000 - $195,000•Hybrid

About The Position

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.

Requirements

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
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
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.

Nice To Haves

Master's Degree/MBA preferred but not required

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 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