Principal Value Engineer, Enterprise

  • Anywhere

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 more than 120,000 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 Principal Value Engineer, 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

About You:

5+ 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:
$150,000$220,000 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.

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.

Originally posted on Himalayas

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