Sales Engineer, Strategic Southeast

As a Sales Engineer at Motive, your primary responsibilities will include partnering with Strategic Account Executives for product demonstrations, discovery calls, and providing comprehensive support during proof of concept evaluations. You'll also be tasked with understanding customer pain points and aligning Motive's solutions with their specific needs. Additionally, your role may involve contributing to the response of RFIs and RFPs, along with serving as a liaison between internal teams such as Product, Engineering, and Customer Success.

To qualify for the Sales Engineer position at Motive, candidates should possess a minimum of 5 years of experience in a pre-sales or sales engineering role, particularly at a strategic level. A Bachelor's degree is required, preferably in a scientific field, and an advanced degree is a plus. Strong analytical and problem-solving skills are essential, as well as excellent communication abilities to effectively convey complex concepts to different stakeholders.

The Sales Engineer plays a crucial role in Motive's success by bridging the gap between the sales team and the solutions we offer. By providing tailored demonstrations and understanding client needs, Sales Engineers ensure that our prospects receive valuable insights into how Motive's offerings can improve their operations. Additionally, their expertise helps identify competitive advantages, allowing the sales team to propose strategic solutions that set us apart from other industry players.

At Motive, Sales Engineers have numerous opportunities for career advancement, focusing on continuous learning and professional development. As you gain expertise in the company's products and operations, you can explore various growth paths, whether it be advancing to a managerial position, transitioning into product management roles, or specializing further in technical sales. Motive values internal promotion and invests in the growth of employees.

Sales Engineers at Motive can expect a collaborative and supportive team environment. You will work closely with various departments, including sales, product, engineering, and marketing. This fosters a culture of teamwork and shared goals, ensuring that everyone is aligned and driving towards the same mission of empowering our customers with innovative solutions. A positive culture promotes learning and knowledge sharing, enabling Sales Engineers to excel in their roles.

When discussing your experience in sales engineering, focus on specific examples where you successfully partnered with sales teams to drive product demonstrations and address customer concerns. Emphasize your problem-solving skills and how you analyzed customer needs to effectively align solutions with their requirements.

In addressing complex customer requirements, I begin with deep listening to fully understand their challenges and objectives. I then collaborate with the sales team to tailor a solution that meets those requirements, making sure to present clear and actionable steps during product demonstrations.

To remain informed about industry trends, I actively engage with online communities, attend webinars and industry conferences, and read relevant publications. This knowledge equips me to better anticipate customer needs and position Motive's solutions accordingly.

When asked about a successful demonstration, I would detail a specific project where I identified customer pain points, tailored the demonstration to address those, and provided clear, actionable insights. Sharing metrics or feedback that resulted from that demo can also enhance your response.

I approach competitor analysis by conducting thorough research on their product offerings, service models, and market positioning. I then compare this data with Motive's strengths and weaknesses to recommend strategies to differentiate our solutions during sales processes.

Building strong client relationships starts with understanding their needs and expectations. I prioritize regular communication and follow-up, providing value through insights and expertise. Listening to feedback helps establish trust and fosters long-term partnerships.

In a fast-paced environment, I prioritize tasks based on urgency and impact. I use project management tools to keep track of my responsibilities and deadlines, ensuring I remain organized and focused on delivering high-quality results for clients.

As a Sales Engineer, I've worked with various APIs and integrations, especially in the context of aligning customer systems with our solutions. I can discuss the technical aspects of performing these integrations and how they add value to our offerings.

Handling objections requires active listening and empathy. I empathize with the client's concerns, provide factual information to address their objections, and then reframe the discussion to highlight the benefits of our solutions.

I believe I am a good fit for the Sales Engineer role at Motive due to my extensive experience in both pre-sales engineering and my keen understanding of the transportation and logistics industries. Additionally, my communication skills and dedication to solving client challenges align perfectly with Motive's values and mission.