What are the responsibilities and job description for the Director, Sales Engineering - Enterprise position at Motive?
About the Role:
As the Director, Sales Engineering - Enterprise you will provide strategic direction and oversight to our Enterprise Sales Engineering teams. In this second-line leadership role managing multiple pre-sales teams, you will help cultivate a culture emphasizing exceptional sales engineering skills through strong communication, technical and business proficiency, product knowledge, and industry experience.
What You’ll Do:
- Build, direct, and guide a team of Enterprise Sales Engineering Managers and Sales Engineers
- Closely collaborate with Sales Leadership to reach Enterprise segment goals
- Establish, implement, and maintain best practices
- Collaborate with the Recruiting Team to actively recruit Sales Engineering leaders and individual contributors
- Implement innovative training and development strategies to enhance the skills and performance of the entire team, from leadership to individual contributors
- Provide actionable insights and strategic recommendations to Motive leadership based on comprehensive data analysis and market trends
- Act as a pivotal sales liaison between multiple internal departments, including Product, Engineering, Customer Success, and Product Marketing, to ensure smooth collaboration and communication
- Stay abreast of industry trends and competitors, offering strategic guidance to the team and stakeholders
What We're Looking For:
- Proven leadership experience with a minimum of 3 years in a second-line leadership role
- Bachelor's Degree required, Bachelor’s of Science preferred, Master's a plus
- Familiarity and/or training in value selling concepts, methodologies, or related training programs (MEDDIC/MEDDPICC/Demo2Win/Command of the Message/etc)
- Previous experience as an individual contributing Sales Engineer
- Experience overseeing Enterprise sales cycles (Experience in the Transportation & Logistics industry is advantageous)
- Experience with integration projects.
- Knowledge of hardware, cloud software, IoT, and AI/ML is beneficial
- Demonstrated analytical and problem-solving skills with a consistent record of successfully selling complex solutions
- Strong communication skills, both in team leadership and client interactions
