Sales Engineer, Strategic Mid-Atlantic

As a Senior Sales Engineer at Motive, your primary responsibilities include partnering with Strategic Account Executives for product demonstrations, supporting discovery calls, and providing on-site assistance for proof of concept initiatives. You’ll customize product demos to effectively showcase how Motive’s solutions meet varied customer needs, assess competitive offerings, and collaborate across multiple departments to ensure alignment and success in Enterprise sales cycles.

To excel as a Senior Sales Engineer at Motive, candidates should have a minimum of 5 years of experience in a pre-sales or sales engineering capacity, especially with strategic-level sales. A Bachelor's Degree is required, preferably in a related field. Strong communication skills, analytical problem-solving abilities, and experience with APIs and integrations are also essential for success in this role.

The Senior Sales Engineer contributes to revenue growth by strategically partnering with Sales Executives to present tailored Motive solutions that address specific customer challenges. By leveraging product expertise and market knowledge, you help close deals faster and improve customer satisfaction, ultimately driving increased sales and innovation for the company.

In the role of Senior Sales Engineer at Motive, you can expect approximately 30% travel. This includes trips for customer meetings, industry events, and onsite product demonstrations, allowing you to engage directly with clients and deepen professional relationships while showcasing the excellence of Motive’s offerings.

As a Senior Sales Engineer at Motive, you'll engage with a diverse range of industries, including transportation and logistics, construction, energy, manufacturing, field service, and more. Your ability to understand and adapt to different industry needs will be vital in connecting prospective customers with the right Motive solutions.

Discuss your previous roles in sales engineering, highlighting specific experiences working with Strategic-level sales prospects. Emphasize your ability to communicate technical concepts clearly and how your past experiences have prepared you for solving complex customer challenges.

Outline your steps for preparing a product demonstration, including understanding customer pain points, customizing the demo to address their needs, and incorporating engaging storytelling elements to ensure the demonstration resonates with the audience.

Share your tactics for asking the right questions during discovery calls, emphasizing the importance of active listening, and detailing how you collaborate with sales teams to aggregate customer insights that pinpoint their specific needs.

Talk about your methods for staying informed, such as following industry news, attending conferences, or participating in online forums. Highlight how this knowledge helps you provide relevant solutions to customers.

Choose a specific instance where you faced a major customer challenge, detailing your thought process and steps you took to de-escalate the situation, ultimately leading to a positive resolution and customer satisfaction.

Explain the steps you take to analyze competitors’ products and how this knowledge assists you in effectively positioning Motive’s solutions during the sales process. Mention any tools or methodologies you prefer.

Discuss how you would evaluate the customer’s request with respect to Motive's product roadmap, communicate with internal teams, and manage expectations throughout the process while ensuring customer relationship preservation.

Emphasize the importance of clear communication with both technical and non-technical stakeholders. Discuss your strategies for adapting your communication style to fit the audience while ensuring the message remains effective.

Talk about metrics you track, such as conversion rates from demos to sales, customer feedback, and overall revenue influenced by your engagements. Explain how data drives your continuous improvement.

Share your insights about what differentiates Motive's products from competitors. It could include unique features, exceptional customer service, or innovative technology approaches that specifically meet customer needs in your target industries.