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 Business Value Consultant focusing in our Mid Market segment, 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 understandsQuantify business value by translating technical advantages to specific financial results and business outcomesPresent 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 valueLead the use of value selling content and the value selling process at our top customer accountsLead the sales team through the delivery of content, methods, and tools for value measurement and calculationPartner with sales leaders to spread value-based selling among new sales reps and existing sales repsPartner with product line owners to quantify new functionality and new areas of customer valuePartner with marketing to update and share content that clearly states the value of our products and servicesEducate account teams, engineering teams, and marketing teams on business value best practices and trendsMonthly reporting of Value Consulting impact on the sales team's success metricsAbout You:2+ years in a Business Value, Value Engineering, or similar positionBachelor's Degree required. Master's Degree/MBA preferred but not requiredPrevious experience in a sales or sales engineering role in a high-growth technology company preferred but not requiredExpert business case practitioner as applied to selling technology solutionsStrong 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
