What are the responsibilities and job description for the RVP - Strategic Networks position at Motive?
Who we are:
Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.
Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.
Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive.
About the Role:
As a Regional Vice President, Strategic Networks Sales at Motive, you will be a key leader in our highest addressable market segment at Motive. You’ll manage a team of Strategic Account Directors who are responsible for closing and growing relationships with Motive’s largest prospects while also partnering cross-functionally to influence and accelerate indirect revenue within those customers & prospects (think organizations who have their own large fleets, but also operate through a network of third-party contractors or franchisees.)
You’ll be the driving force behind the strategy and operations of the ‘Networks’ business and your team will sell into the most impactful companies in North America that power the physical economy. You will lead the charge, partnering cross-functionally to ensure your team is properly supported and help sell the value of our products and the business outcomes that can be achieved for our customers in partnership with Motive.
This role reports to the Area Vice President of Strategic Sales. Our Strategic Sales team sells consistently into Fortune 500 companies across multiple industries, including trucking, oil & gas, construction, agriculture, manufacturing, consumer transit, or any other business that requires a fleet of vehicles. 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.
What You'll Do:
- Drive the overarching go-to-market strategy of the strategic networks organization
- Lead a world-class team of seasoned Account Directors that you’ll partner with on prospecting strategy, account planning, pipeline reviews, achieving revenue targets
- Develop and execute on strategic account and plans for your team to meet or exceed ACV targets over monthly, quarterly, and annual periods
- Track progress and success of your Account Directors against various primary KPIs, coaching and enabling their success across short and long-term goals
- Cultivate a culture of high-performance and accountability through best-in-class hiring
- Partner with our Sales Enablement team ad-hoc and on more formal sales training and coaching programs to ensure consistency and effectiveness across the organization
- Excellence in listening, sales process and passionate about the art of selling
- Collaborate with your Account Directors and directly engage high-priority client prospects and customers to help sell the value of Motive
- Ensure use of CRM and other operational tools, processes, and best practices in pipeline planning, forecasting, and sales execution
What We're Looking For:
- 3 years experience directly managing SaaS sales teams at the Strategic level. Additional experience leading other sales segments (SMB, Mid-Market, Enterprise) not required, but preferred.
- History of exceeding sales targets
- Experience developing and driving go-to-market strategy for a new or emerging sales organization (or new business segment)
- Examples of bringing a great sense of rigor, executions and accountability to your team’s day-to-day processes
- Ability to collaborate with internal cross-functional partners across Sales Development, Sales Engineering, Product, Marketing, Customer Success, Legal and Sales Ops
- Experience with Salesforce or other CRM and sales technologies and best practices enabling your team to forecast, manage their pipeline and accelerate wins
- Lead with curiosity and example by attending sales calls to help team manage and close deals
