Director, Value Consulting

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. 

• Help define and establish Motive's 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 Motive's 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.

• 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