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Motive is a platform that empowers teams running physical operations—including safety, operations, and finance—to manage drivers, vehicles, equipment, and fleet spend in a single system. The company serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, agriculture, food & beverage, retail, and public sector.
As a Senior Solutions Engineer on the Public Sector team, you will be a key driver of successful outcomes for Motive's largest public sector customers. You'll partner closely with Account Executives to shape deal strategy, deliver high-impact demonstrations to executive audiences, and act as a trusted technical and business advisor.
Key responsibilities include:
- Partnering with Public Sector Account Executives on deal strategy, discovery conversations, and executive-level demonstrations
- Tailoring demos to resonate with technical, operational, and business stakeholders, positioning yourself as a trusted advisor
- Translating complex customer challenges into clear, compelling solutions with measurable business outcomes
- Developing deep expertise in competitive positioning and winning strategic displacement opportunities
- Mastering the Motive platform and shaping conversations around future product innovations
- Collaborating on RFIs and RFPs to position Motive as the partner of choice for enterprise organizations
- Acting as a connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing) to fuel continuous improvement
You'll report to the Sr. Manager of Public Sector Solutions Engineering and will travel 30%+ to support customer engagements.
Required qualifications:
- 5+ years of pre-sales or solutions engineering experience supporting enterprise and public sector customers; SaaS and hardware background preferred
- Bachelor's degree preferred; advanced degree a plus
- Deep knowledge of value-based selling frameworks (MEDDIC, MEDDPICC, Command of the Message) and solutions engineering methodologies (Demo2Win, Great Demo!)
- Exceptional communication and presentation skills to influence technical and executive audiences
- Strong analytical and problem-solving abilities with a solutions-oriented mindset
- Demonstrated success supporting complex solution sales within enterprise organizations
- Hands-on experience with enterprise sales cycles and navigating multiple stakeholders
- Experience with APIs, integrations, and technical solution design
