Senior Manager, Enterprise Solutions Engineering – East Coast

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November 20

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Motive

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Transport • Artificial Intelligence • Enterprise

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.

1001 - 5000 employees

🚗 Transport

🤖 Artificial Intelligence

🏢 Enterprise

📋 Description

• Lead, mentor, and develop a team of Enterprise-focused Solutions Engineers supporting discovery, executive-level presentations, complex demos, proof-of-concepts, and multi-threaded solution design. • Ensure the delivery of compelling, customized demonstrations aligned to Enterprise buyer pain points, business outcomes, and technical sophistication across diverse stakeholder groups. • Drive operational excellence in our proof-of-concept and technical evaluation workflows, ensuring consistency, quality, and scalability across large, complex accounts. • Act as a trusted technical and strategic advisor—internally and externally—on Motive’s capabilities, architecture, integrations, security, and future roadmap. • Collaborate with Enterprise AEs to craft persuasive responses to technical evaluations, RFPs, RFIs, and security reviews. • Partner cross-functionally with Product, Engineering, Customer Success, and Product Marketing to ensure tight communication loops, efficient escalation paths, and informed roadmap feedback. • Lead and support team-wide initiatives and cross-functional projects that elevate technical excellence, improve sales effectiveness, and increase customer impact across the Enterprise segment. • Support deal strategy, objection handling, competitive positioning, and executive alignment throughout long, multi-stage Enterprise sales cycles. • Partner with Business Value Services to reinforce ROI, TCO, and measurable business outcomes for senior stakeholders. • Stay informed on competitive trends, emerging technologies, and the evolving needs of Enterprise customers to guide enablement and strategic execution.

🎯 Requirements

• 5+ years of pre-sales leadership experience supporting Enterprise or Strategic accounts within SaaS or complex technology environments. • Bachelor’s degree preferred; Master’s degree a plus. • Proven background as an individual contributor Solutions Engineer — or similar — with a record of success in complex technical selling. • Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar, along with SE-specific methodologies like Demo2Win or Great Demo!. • Demonstrated ability to lead teams supporting long, multi-threaded Enterprise sales cycles with multiple technical and executive stakeholders. • Experience with integrations, cloud architectures, APIs, hardware/IoT, and emerging technologies such as AI/ML is strongly preferred. • Strong organizational and team leadership skills with a focus on coaching, scaling, and navigating large, cross-functional efforts. • Excellent verbal and written communication skills, with the ability to influence executive stakeholders and collaborate across internal teams.

🏖️ Benefits

• health, pharmacy, optical and dental care benefits • paid time off • sick time off • short term and long term disability coverage • life insurance • 401k contribution