Director, Value Consulting - Remote

Who we are: 

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more. 

Today, our team is made up of more than 4,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive. 

About the Role:

Sitting at the intersection of pre-sales and post-sales, the Director, Value Consulting will support our sales organization and lead efforts connecting the Motive solution set to customer’s overall business objectives. As the first hire of our Value Consulting team, you’ll seek to have a deep understanding of our unique value proposition, help evaluate customers pain points, and ultimately, translate them into a case for change. 

Through collaboration with internal and external stakeholders (Motive C-level executives, Enterprise Sales and Sales Engineering leadership, Analytics/Product/Marketing teams, and senior leadership/C-level at enterprise customers), this person will become the expert thought leader and trusted consultant to potential and existing Motive enterprise customers. 

What Youll Do:

• Help define and establish Motives value practice through collaboration with pre- and post-sales leadership 
• Coach sales teams on critical business issues faced by our customers and help articulate Motive’s value proposition from a business value perspective 
• Coach prospects on translating technical pain points into a case for change, collaborate to elevate messaging to key decision-makers, and facilitate conversations that elicit key metrics to quantify the value of the partnership with a customized business case 
• Build financial models and ROI analysis that map solutions to business value using customer data, discovery engagements, and industry standards
• Help define/establish Motives value practice as it pertains to our financial products solution set
• Create unique value presentations and deliverables, leveraging feedback from customer engagement and discovery sessions
• Develop scalable value-based selling assets to support the up-market sales teams as well as focus on how these assets can utilized in down-market segments
• Translate research and data analysis into actionable insights, growth frameworks/narratives, and tools for teams like Sales, Success, Partnerships, etc
• Gain a deep understanding and become a subject matter expert on industry trends and customer behavior through data analysis, industry research, and customer conversations
• Manage existing/to-be-hired members of the Value organization.

What Were Looking For:

• 5+ years of experience in value engineering, management or IT consulting, or other highly analytical role(s)
• At least 1+ year of experience in a Director-level/Head of/similar role leading people 
• Hands-on experience building a value practice
• Experience building financial models, ROI development, and other similar analyses
• Bachelor’s degree required. MBA or other Master’s degrees are a plus
• Experience in the Transportation & Logistics industry is a plus
• A strong presenter with excellent written communication skills
• Strategic, consultative mindset

The compensation range for this position will depend on where you reside. Motive uses three geographic zones to determine pay range: Zone 4 (workers who live in San Francisco), Zone 3 (workers who live in select U.S. metropolitan areas: Los Angeles, San Diego, New York City Area, Seattle, Washington D.C.), and Zone 2 (workers who live elsewhere in the United States). For this role, the compensation ranges are: 

• USA 4: 256,000 - 352,000
• USA 3: 230,000 - 316,800
• USA 2: 205,000 - 281,600

Your compensation may be based on several factors, including education, work experience, and certifications.  Motive offers benefits including health, pharmacy, optical and dental care benefits as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting https://www.comparably.com/companies/motive/perks-and-benefits

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

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