试用成功经理 - 中部地区
Trial Success Manager - Central Region
我们是谁：
Motive 通过提供工具，赋能从事实体运营的人员，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能力，并通过自动化和简化任务显著减少手动工作量。
Motive 为近 10 万客户——从财富 500 强企业到小型企业——提供服务，覆盖多种行业，包括交通运输和物流、建筑、能源、现场服务、制造、农业、食品饮料、零售和公共部门。
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职位简介：
作为试点流程负责人，试点成功经理（TSM）将负责影响试点转化率以及项目长期成功的关键要素。TSM 将通过 Motive 售前和售后团队以及外部利益相关者的持续协作，建立对 Motive 产品组合的信心。这是一个高关注度的职位，专注于整体销售成功和公司收入增长，尤其是企业销售业务。
你将负责：
- 管理和支持企业客户经理和销售工程师的所有试点/概念验证（POC）活动
- 参与制定和实施每个试点的关键目标、目标和成功标准
- 设计和配置 Motive 平台以满足客户的独特需求，并确保其解决他们的痛点
- 作为主题专家，就产品、变更管理、沟通策略、风险管理及辅导技巧等话题提供建议
- 创建并提供有效的现场和基于网络的培训及最佳实践演示
- 利用报告和数据分析，在试点过程中提供相关且可操作的见解
- 通报重大里程碑的进展，并让所有利益相关者了解项目进度
我们寻找：
- 5 年以上面向客户的岗位经验；优先考虑快节奏的 SaaS 环境
- 具有管理或领导软件/硬件概念验证、价值验证或试点流程的经验
- 项目管理经验（持有 PMP 证书者优先）
- 出色的组织能力，能够同时处理多项任务，并在紧急请求中保持冷静和专业
查看英文原文
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 the trial process lead, Trial Success Managers (TSMs) will manage key elements of our proof-of-concept (POC) process impacting both trial conversion as well as the long-term success of the program. TSMs will instill confidence in Motive’s product set through consistent collaboration between Motive pre- and post-sales teams as well as external stakeholders. This is a high-profile role keenly focused on overall sales success and revenue growth of the company, particularly the Enterprise Sales business.
What You'll Do:
- Manage and support all trial/proof-of-concept (POC) activities for Enterprise Account Executives and Sales Engineers
- Partner in developing and implementing key goals, objectives, and success criteria for each trial
- Design and configure the Motive platform to meet the unique needs of the client and ensure it solves their problems
- Act as a subject matter expert and consult on topics including product, change management, communication strategy, risk management, and coaching techniques
- Create and deliver effective onsite and web-based training and best practice presentations
- Leverage reporting & data analysis to provide relevant and actionable insights throughout the trial journey
- Communicate updates on major milestones and keeps all stakeholders informed of progress
What We're Looking For:
- 5+ years of experience in a client-facing role; fast-paced SaaS environment is preferred
- Experience managing and leading a software/hardware Proof of Concept, Proof of Value, or Trial process
- Project management experience (PMP a plus)
- Strong organizational skills and the ability to multitask/handle urgent requests with poise and professionalism
- Ability to interface at all levels within the organization to effectively communicate complex ideas and concepts clearly and concisely
- Bachelor's Degree or equivalent experience
- Ability to travel 20-25% domestically as well as potential international travel
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 on-target earnings (base pay + commissions) for this role:
$100,000—$130,000 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