Senior Sales Engineer, Enterprise - Northeast - job 1 of 2

As a Senior Sales Engineer at Motive, your primary responsibilities will include partnering with Enterprise Account Executives in various activities like product demonstrations, strategic discovery calls, and onsite meetings. You’ll be expected to provide customized demonstrations of the Motive product to various prospect roles, effectively linking customer pains and requirements to our solutions. Additionally, you will become a product expert, understanding not just the current offerings but also the development roadmap, as well as responding to RFIs and RFPs.

To qualify for the Senior Sales Engineer position at Motive, candidates should have a minimum of 5 years of experience in a pre-sales or sales engineering role, preferably within an enterprise-level context. A Bachelor’s Degree is required; a Bachelor’s of Science or a Master's degree is advantageous. Candidates should possess exceptional communication skills, analytical abilities, and a proven history of selling complex solutions. Experience in the Transportation & Logistics industry and working with APIs is a plus!

The Senior Sales Engineer role at Motive involves approximately 30% travel. This travel is essential for onsite meetings with potential clients, conducting demonstrations, and strengthening relationships. Candidates should be comfortable with this level of travel, as it allows for direct interaction with clients and helps improve the sales process.

The Senior Sales Engineer at Motive will work closely within enterprise sales cycles, which often involve longer decision-making processes and require a strategic approach to engage clients. You’ll utilize your expertise to tailor solutions to meet customer needs and assist the Enterprise Account Executives in navigating these complex cycles effectively.

Motive offers competitive compensation for the Senior Sales Engineer position, with total on-target earnings (including base pay and commissions) ranging from $180,000 to $240,000 USD. This compensation reflects various factors such as education, work experience, and performance at the enterprise level.

Discuss specific projects you've worked on where you collaborated with sales teams, provided product demonstrations, or customized solutions for clients. Emphasize how your prior experience aligns with Motive's focus on delivering innovative solutions for physical operations management.

Explain your method for active listening and asking open-ended questions to uncover customers' pain points. Illustrate how you analyze these needs to match them effectively with Motive's offerings and provide tailored solutions.

Share examples of how you’ve successfully communicated technical features in an easy-to-understand manner. Highlight any methods you use during demonstrations to showcase the tangible benefits and return on investment a client can expect.

Discuss your approach to breaking down RFI and RFP requirements and collaborating with cross-functional teams for accurate and persuasive responses. Mention any tools or processes you utilize for staying organized and ensuring that the final submission is clear and tailored to the client's needs.

Illustrate your commitment to ongoing learning by mentioning resources like industry publications, webinars, conferences, and networking with industry professionals. Explain how this knowledge allows you to provide insightful solutions to clients.

Describe a specific deal where you successfully displaced a competitor's product. Focus on the strategies you used to identify client needs and present Motive’s strengths, detailing the outcome and lessons learned from that experience.

Discuss your method for anticipating objections and preparing responses based on insights gained during discovery calls. Emphasize the importance of empathy and understanding the client's perspective to effectively address their concerns.

Emphasize your experience working closely with teams like Product, Engineering, and Customer Success. Provide examples of projects where cross-team collaboration led to successful outcomes, highlighting the importance of communication.

Discuss any specific CRM software, demo tools, or analytics platforms you have experience with, and describe how these tools enhance your efficiency and effectiveness in providing insights to clients.

Articulate your enthusiasm for joining a forward-thinking organization like Motive, emphasizing how the company’s mission to empower physical operations and innovative technology resonates with your professional values and career goals.