Senior Sales Engineer, Strategic - Southeast

As a Senior Sales Engineer at Motive, your responsibilities include partnering with Strategic Account Executives for calls and product demos, providing tailored demonstrations to potential clients, and ensuring customer pain points are matched with effective solutions. You will also keep abreast of competitors and assist with RFIs and RFPs while serving as a liaison across multiple internal teams.

To apply for the Senior Sales Engineer position at Motive, you should have at least 5 years of experience in pre-sales or sales engineering, preferably in the SaaS and hardware industries. A Bachelor's degree is required, with a preference for a Bachelor of Science, and strong communication and analytical skills are crucial for success.

The Senior Sales Engineer role at Motive significantly contributes to revenue growth by collaborating closely with the sales team to deliver tailored product demonstrations, effectively addressing customer requirements, and streamlining the sales process. Your insights and expertise in matching solutions to customer needs directly influence the success of the sales team.

The Senior Sales Engineer position at Motive involves approximately 30% travel. This travel allows you to engage directly with clients during meetings and on-site demonstrations, enhancing your ability to build relationships and understand customer needs more deeply.

Motive serves a wide range of industries including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. This diversity allows Senior Sales Engineers to work across various sectors and tackle unique challenges.

When handling complex sales processes, focus on understanding the client's pain points first. Use your experience to guide them through the solution that best addresses their needs, ensuring to maintain open communication throughout the process.

In discussing a successful product demonstration, highlight how you customized it according to the client's specific needs, emphasizing the problems your solution solved and any positive feedback received.

Effective communication can be achieved through tools like CRM systems, project management software, and regular updates. Techniques include active listening and tailoring your message based on the audience, whether technical or non-technical.

Staying informed about industry trends involves ongoing research, attending industry conferences, and subscribing to relevant publications. Regularly engaging in discussions with peers and networking can also provide valuable insights.

To qualify leads, focus on understanding their specific needs and challenges. Use a combination of discovery calls and detailed questioning to determine if your product fits their requirements.

Ensuring alignment with sales teams requires regular meetings to share insights and strategies. Collaboration on client meetings and joint planning is essential to maintain a unified approach.

Be prepared to discuss specific projects involving APIs and integrations, highlighting how you facilitated successful implementation or solved integration challenges for clients.

Addressing objections requires active listening and empathy. Respond with factual information, provide relevant case studies, and always be ready to pivot if a particular solution doesn’t resonate with the client.

Share a specific scenario where you encountered a challenge, detailing your approach to problem-solving, the steps you took, and the ultimate outcome that satisfied the client.

Emphasize your years of experience in pre-sales/sales engineering roles, your knowledge of the industry, and your ability to communicate effectively with both technical and business stakeholders to drive results as your key strengths.