客户经理，企业客户 - 西部
Account Executive, Enterprise - West
我们是谁：
Motive 通过提供工具，赋能那些管理实体运营的人，使他们的工作更安全、更高效、更盈利。前所未有的，安全、运营和财务团队可以在一个系统中管理他们的司机、车辆、设备和车队相关支出。结合行业领先的 AI 技术，Motive 平台为您提供全面的可见性和控制力，并通过自动化和简化任务大幅减少手动工作量。
Motive 服务近 10 万个客户——从财富 500 强企业到小型企业——涵盖广泛的行业，包括交通运输和物流、建筑、能源、现场服务、制造、农业、食品和饮料、零售以及公共部门。
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职位简介：
作为 Motive 的企业客户经理，您将负责与 Motive 最大的潜在客户建立并完成业务。您将向北美地区推动实体经济的最具影响力的公司销售。我们正在利用市场中强大的产品定位，加大对所有企业市场（Enterprise）销售团队的投入。您将引领这一进程，销售我们的产品价值以及与 Motive 合作可以实现的业务成果。
我们的企业客户经理在多个行业进行销售，包括运输、石油和天然气、建筑、农业、制造、公共交通，或其他需要车队的业务。您乐于接受反馈，有学习意愿，具备较强的技术能力，并且注重细节。由于我们销售团队具有协作性质，团队合作精神是必不可少的。在这个充满活力的职位中，您应适应快节奏的工作环境，并达到高质量的标准。
开放区域：西海岸（接受位于加州、俄勒冈州或华盛顿州的人员）
您将负责：
- 通过在关键客户中建立高层关系，开拓并赢得新的企业业务，推动这些客户的业务扩展，通过深入了解每个客户的企业，识别额外合作机会，从而增加客户钱包份额
- 利用关键高层关系确保 RFP 获胜并增长基于合同的业务
- 与您的客户团队其他成员合作，并利用客户分析数据
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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 nearly 100,000 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.
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About the Role:
As an Enterprise Account Executive at Motive, you are responsible for developing and closing business with Motive’s largest prospects. You will sell into the most impactful companies in North America that power the physical economy. We are seizing the opportunity created by our strong product positioning in the market by heavily investing across all Go-To-Market (GTM) teams within our Enterprise segment. You will lead the charge, selling the value of our products and the business outcomes that can be achieved in partnership with Motive.
Our Enterprise Account Executives sell across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. You are receptive to feedback, have a willingness to learn, a strong technical aptitude, and a high attention to detail. Because of the collaborative nature of our Go-to-Market team, a win-as-a-team mentality is a must. In this high-energy role, you should be comfortable working in a fast-paced environment with high standards of quality.
Open Territory: West Coast (Open to individuals located in California, Oregon or Washington)
What you’ll do:
- Prospect and win new Enterprise business through developing key executive relationships within key prospects to drive expansion of that business with all key accounts, growing share of wallet through developing a deep understanding of each client’s business and identifying opportunities for additional collaboration
- Harness key Executive relationships to ensure RFP wins and grow contractual-based business
- Partner with the balance of your account team and leverage customer analytics and other available resources to optimize buying decisions
- Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions
- Work with technical resources to display to prospects the power of integrations & how our partner ecosystem increases the value of our hardware and software
- Effectively plan to meet and exceed your ongoing business goals and revenue quotas
- Develop a deep understanding of our technology platform and operations, using that understanding and market input to bring back iterations to our business
- Constantly study and deepen understanding of market trends to enable consultative insight
About you:
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· You have deep Enterprise sales experience partnering with F1000 clients· 5+ years of SaaS or industry relevant Enterprise field sales experience required
- You show a strong track record of exceeding quotas and rapidly growing your book over time backed up by data
- You have an ability to build rapport with executive decision-makers, influencing outcomes through both an understanding of the customer’s business and the unique solutions that Motive can deliver
- You show a history of working independently with a data-driven mindset for charting a path to short, medium, and long-term sales goals
- You have best-in-class communication skills, with the ability to successfully convey key value propositions and quick manage objections
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 visitingMotive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Bay Area, California
$230,000—$300,000 USD
Other Locations in U.S.
$230,000—$300,000 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.
UK 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.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
Originally posted on Himalayas