Value Engineer, Mid Market

4 weeks ago

New York, United States Motive Full time

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 Value Engineer 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 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:

2+ 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 preferred but not required

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

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