Director of Strategic Accounts, Central U.S.

As a Director of Strategic Accounts at Motive, your primary responsibilities include developing and closing business with significant prospects, particularly in the Fortune 500 space. You'll focus on building relationships with C-Suite executives, securing RFP wins, and growing contractual business. Collaboration with internal teams to utilize customer analytics will be crucial in increasing the perceived value of Motive’s offerings and driving expansion.

To succeed as the Director of Strategic Accounts at Motive, you should have over 7 years of relevant enterprise field sales experience, particularly with F500 or F1000 clients. A strong track record of exceeding sales quotas and an independent, data-driven mindset are essential. Additionally, excellent communication skills and an ability to influence executive decision-makers will be crucial to your success in this role.

The Director of Strategic Accounts at Motive will work across multiple industries, including trucking, oil and gas, construction, agriculture, and manufacturing. Your role will involve connecting with firms that rely on fleet management and physical operations, showcasing how Motive’s technology can optimize their processes and enhance profitability.

Motive fosters a supportive environment for its employees, especially for roles like the Director of Strategic Accounts. You'll have access to extensive resources, collaborative teams, and customer analytics to empower your sales strategies. Additionally, the company culture emphasizes mentorship, professional growth, and the importance of diversity and inclusivity within the workplace, further enhancing the support for every employee.

During the interview process for the Director of Strategic Accounts at Motive, you can expect a thorough evaluation of your sales experience and your approach to relationship-building with C-suite executives. The interviews may also include scenario-based questions to assess your problem-solving skills, understanding of the SaaS landscape, and ability to work in a fast-paced environment. The goal is to gauge your fit within the collaborative culture at Motive.

In answering this question, focus on specific past roles where you successfully managed enterprise accounts, detailing any relationships with F500 or F1000 clients. Highlight how you approached the sales process, your methods for overcoming objections, and how you achieved or exceeded quotas as a measure of your contributions.

Building relationships with C-suite executives requires trust and understanding their business needs. Discuss your approaches to engaging with these stakeholders, such as conducting thorough research, tailoring your communications, and demonstrating how your solutions directly impact their business objectives.

Share the closing techniques that have worked for you in the past, such as preparing detailed value propositions, utilizing relevant case studies, and listening carefully to client objections. Emphasize the importance of persistence while maintaining a consultative approach to ensure the client feels supported throughout the decision-making process.

Staying updated with market trends can include following industry publications, engaging in webinars or conferences, and networking with professionals in the field. Share specific resources that you utilize to ensure your sales strategies align with evolving market conditions, and discuss any proactive measures you take to adapt to trends.

When providing an example, choose a specific instance that includes details such as the challenges faced, the strategies you implemented to overcome these hurdles, and the ultimate outcome. This response should demonstrate your resilience, strategic thinking, and ability to adapt your sales approach.

Discuss how you leverage data analytics to inform your strategies, optimize client interactions, and identify potential opportunities. Mention any specific analytic tools you've used and how these insights have led to improved sales outcomes.

Talk about the systems or frameworks you use for account prioritization, such as focusing on account size, potential revenue, and the likelihood of closure. Detail how you maintain visibility into your pipeline and ensure that you're allocating time and resources effectively to meet your sales goals.

In negotiations, emphasize the importance of understanding the client's needs and flexibility in your proposals. Highlight strategies such as building rapport, clearly communicating value, and being prepared to offer alternative solutions to reach a mutually beneficial agreement.

Convey your unique experiences and perspectives that align with Motive’s mission and values. Discuss your approach to building relationships, your deep understanding of your client’s industries, and how your strategies can drive significant business results in the Director of Strategic Accounts role.

Share your conflict management style, highlighting the importance of open communication and collaboration. Discuss specific examples of past conflicts you’ve resolved, emphasizing your ability to foster a positive team environment and maintain focus on shared goals.