Senior Solutions Engineering Manager, Product Specialist

🕒 4 days ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

💻 Solutions Engineer

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Motive

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

📦 Logistics

🏗️ Construction

🍽️ Food & Beverage

Logistics • Construction • Food & Beverage

Motive is a company that provides an integrated operations platform designed to enhance the safety, productivity, and profitability of fleet management and operations. Utilizing cutting-edge AI technology, Motive offers solutions such as driver safety monitoring, fleet management, equipment monitoring, and spend management. These services provide unparalleled visibility into vehicles and equipment, automate workflows, reduce costs, and improve efficiency for industries like construction, oil & gas, public sector, food & beverage, and logistics. Motive is recognized as a leader in fleet management and empowers companies to maximize their operational potential with innovative solutions.

📋 Description

• Lead and develop a team of Product Specialists aligned to strategic solution categories such as Maintenance, Workforce Management, Cards, and emerging product areas • Define the team charter, engagement model, and handoffs with Account Executives, core Solutions Engineers, Trial Success, Product Marketing, and Product • Build coverage and prioritization models to deploy specialists into high-value opportunities, evaluations, and field needs • Coach the team on discovery, demo strategy, objection handling, technical validation, proof-of-concept design, and executive communication • Create reusable plays, assets, and repeatable category-selling motions; serve as an escalation point on strategic opportunities • Establish operating rhythms and inspect category performance, specialist utilization, deal support quality, success metrics, attribution, and performance expectations • Partner with Product and Product Marketing as a voice of customer and input to roadmap, positioning, and launch readiness • Hire and onboard specialists with deep product, workflow, or industry expertise and build the team for scale • Improve category attach, win rates, technical validation, and category health

🎯 Requirements

• 8+ years in Solutions Engineering, Sales Engineering, Solution Consulting, Technical Pre-Sales, or a related customer-facing role • 3+ years of people leadership experience managing senior individual contributors or specialist teams • Bachelor's degree preferred; Master's degree a plus • Strong Solutions Engineering foundation, including discovery, demo leadership, value-based selling, technical validation, and complex multi-stakeholder B2B SaaS sales cycles • Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar • Knowledge of SE methodologies such as Demo2Win or Great Demo! • Experience building or leading overlay teams, specialist seller/SE motions, subject matter expert groups, or shared-service field functions strongly preferred • Ability to operate cross-functionally with Sales, Product, Product Marketing, Operations, and Customer Success • Experience designing or improving operating models, engagement rules, prioritization frameworks, and team charters • Pattern recognition for identifying where specialist intervention creates leverage • Ability to balance strategic deal support with scalable field enablement • Executive presence and ability to influence senior stakeholders through data, judgment, and clear communication • Comfort working in ambiguity and establishing new functions, processes, and metrics in fast-moving environments • Experience with maintenance, workforce management, payments/cards, telematics, asset operations, or adjacent operational technology domains is a plus • Applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations • Employees must be authorized to receive access to Motive products and technology

🏖️ Benefits

• Health benefits • Pharmacy benefits • Optical care benefits • Dental care benefits • Paid time off • Sick time off • Short-term disability coverage • Long-term disability coverage • Life insurance • 401k contribution • Restricted stock units may be included in total compensation for certain roles • Some interviews or new-hire training sessions may be held in person at one of our global offices