Senior Sales Engineer, Strategic - Central/Midwest

As a Senior Sales Engineer at Motive, your primary responsibilities include partnering with Strategic Account Executives to conduct discovery calls, deliver customized product demonstrations, and provide post-sale support. You'll utilize your product expertise to understand client needs deeply, match those needs with effective solutions, and contribute to a high closing rate. Additionally, your role will involve liaising between internal teams like Product and Engineering to ensure alignment and success on strategic sales initiatives.

The Senior Sales Engineer position at Motive requires a minimum of 5 years of experience in a pre-sales or sales engineering role, with a preference for those with SaaS or hardware backgrounds. A Bachelor’s Degree is mandatory, preferably in a technical field, and an MS degree is advantageous. Strong communication skills, analytical abilities, and familiarity with Strategic Enterprise sales cycles are essential for success in this role. Experience in the Transportation & Logistics sector is a plus!

The on-target earnings for the Senior Sales Engineer role at Motive range from $180,000 to $240,000, which includes both base salary and commission. This competitive compensation package is accompanied by a comprehensive benefits plan that includes health care, paid time off, and 401k contributions. The offer reflects Motive's commitment to attracting top talent in the industry and aligning with market standards for similar positions.

Yes, the Senior Sales Engineer role at Motive involves approximately 30% travel. This travel primarily includes visits to clients across various states in the Central and Midwest regions, including Minnesota, Illinois, and Ohio. This aspect of the job is crucial for building strong client relationships and enhancing the sales process through direct engagement.

What sets the Senior Sales Engineer position at Motive apart is the blend of technical expertise and strong interpersonal skills required to thrive. You will become an expert not only in Motive’s offerings but also in the competitive landscape, enabling you to advise clients effectively. Moreover, being part of a product that enhances the operations of over 120,000 customers across various industries offers a rewarding and impactful career path.

To conduct a successful product demonstration, I would first ensure I understand the client's needs and pain points. Tailoring the demonstration to their specific use case is crucial. Secondly, I would prepare thoroughly by practicing the demo, anticipating questions, and highlighting key features that address their challenges. Engaging the client with interactive elements and encouraging questions throughout will foster a more interactive and productive session.

For effectively handling objections, I would first listen carefully to the client's concerns, ensuring they feel heard. Then, I would acknowledge their objections and provide detailed information or data to alleviate their concerns. Demonstrating how our solution aligns with their needs or offering a case study can also help bridge the gap. The focus should always remain on building trust and offering value.

To stay updated on industry trends, I actively follow industry publications, attend webinars, and engage in professional networking. Participating in forums and discussions helps me gather insights from peers. Additionally, I leverage online courses to enhance my skills in emerging technologies and trends that could benefit our clients and improve our offerings.

Collaboration between sales and engineering teams is vital for success. I prioritize open communication and regular check-ins to align our efforts. Sharing measurable goals and updates fosters teamwork and ensures that we’re working towards our common objectives. Utilizing collaboration tools can also streamline our processes, ensuring that feedback is promptly addressed and implemented.

Success as a Senior Sales Engineer is measured through several key performance indicators such as sales conversion rates, the effectiveness of product demonstrations, and customer feedback post-implementation. Additionally, I would track my contributions to revenue growth and client retention, as these metrics reflect the value I provide through tailored solutions and effective sales strategies.

In a previous role, I worked with a logistics company that struggled with monitoring vehicle efficiency. After conducting a needs assessment, I identified specific pain points related to their current operations. Tailoring our product offerings to directly address these needs, I presented a solution that enhanced their tracking capabilities and optimized fuel usage. The successful implementation significantly reduced their operational costs, showcasing how understanding client needs is key to successful sales.

Customer feedback plays a crucial role in shaping my sales process. Actively seeking and addressing feedback allows me to refine my approach and adapt our solution to better meet client needs. Furthermore, feedback serves as a valuable tool for ensuring customer satisfaction and loyalty, ultimately contributing to long-term relationships and repeat business.

Learning about competitors involves comprehensive research and analysis. I pay close attention to their products, customer reviews, and market positioning. Attending industry events and networking with peers can also reveal insights into how our competitors operate. This knowledge allows me to effectively differentiate our offerings and leverage our unique value propositions during sales conversations.

Building rapport with potential clients starts with genuine interest in their business and challenges. I find that active listening and personalized interactions create a strong foundation for trust. Sharing relevant experiences or success stories also helps foster a connection. Engaging clients through regular follow-ups and providing valuable insights keeps the relationship warm and encourages them to see me as a trusted advisor.

Responding to RFPs requires a systematic approach. First, I thoroughly review the RFP to understand the client's requirements and evaluation criteria. I then collaborate with internal teams to collect accurate information and prepare a customized response addressing each requirement. Ensuring clarity and thoroughness in the response is key, as it allows us to demonstrate how our solution meets their needs comprehensively.