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Motive empowers teams managing physical operations—from Fortune 500 enterprises to small businesses—with a unified platform for fleet, equipment, and operations management. The company serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, agriculture, and the public sector.
As a Senior Solutions Engineer on the Strategic team, you will drive successful outcomes for Motive's largest customers and prospects. You'll partner closely with Strategic Account Executives to shape deal strategy, deliver high-impact demonstrations, and act as a trusted advisor to executive-level stakeholders. This role balances technical expertise, business acumen, and communication skills—translating complex customer challenges into compelling solutions that influence key buying decisions.
Key responsibilities include:
- Partner with Strategic Account Executives on deal strategy, discovery conversations, and executive-level demonstrations
- Tailor demos across technical, operational, and business audiences, positioning yourself as a trusted advisor
- Translate customer challenges into clear, measurable business outcomes
- Develop deep expertise in competitive landscape and displacement opportunities
- Master the Motive platform and shape conversations around future innovations
- Collaborate on RFIs and RFPs for Enterprise organizations
- Act as a connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing)
You'll report directly to a Strategic Solutions Engineering leader and work across the organization to ensure customer needs drive continuous improvement.
Required qualifications: 5+ years supporting Strategic or high-value Enterprise-level sales in pre-sales or solutions engineering (SaaS and hardware experience preferred). Bachelor's degree preferred. Customer-facing pre-sales field experience with willingness to travel 30%+. 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 with ability to influence C-level stakeholders. Strong analytical and problem-solving abilities. Demonstrated success with complex solution sales in Enterprise/Strategic organizations. Hands-on experience with Strategic Enterprise sales cycles and multiple stakeholders. Experience with APIs, integrations, and technical solution design.
