What are the responsibilities and job description for the Sr. Manager, Sales Engineering position at Motive?
About the Role:
As a Senior Manager, Sales Engineering - Strategic, you will lead and guide a dynamic team of technical pre-sales professionals to enhance effectiveness, productivity, and drive revenue growth within the Sales Team. Reporting directly to the Director of Sales Engineering, you will be responsible for fostering a collaborative environment that thrives on excellent interpersonal communication skills, technical comprehension, product expertise, business acumen, and overall industry knowledge. Your team will support Strategic Accounts in the Northeast and Mid-Atlantic states and thus preference will be given to qualified candidates who live within this region = North Carolina, up to DC area and to the New York Metropolitan and New England areas.
What You'll Do:
- Lead and mentor a team of Sales Engineers, collaborating closely with Strategic Account Executives for discovery calls, product demonstrations, POC support, and onsite meetings.
- Oversee the delivery of customized demonstrations of the Motive product offering to prospects across various roles, ensuring alignment with customer needs and requirements.
- Oversee and institute best practices for Motive’s Proof of Concept process.
- Act as a subject matter expert on Motive's product offerings, both current and future roadmap, and guide your team to provide comprehensive insights to Enterprise/Strategic Account Executives working on displacement deals.
- Drive the team's response to RFIs and RFPs, working in tandem with Strategic AEs to deliver compelling proposals.
- Serve as a key sales liaison between multiple internal organizations, including Product, Engineering, Customer Success, and Product Marketing, ensuring seamless collaboration and communication.
- Strategically navigate Enterprise sales cycles, leveraging your expertise to contribute to successful deal closures.
- Stay up-to-date on industry trends and competition, providing strategic guidance to the team and stakeholders.
- Partner with Business Value Services to ensure the quantifiable value of Motive’s product offerings is represented in every deal.
What We're Looking For:
- Proven leadership experience with a minimum of 5 years in a managerial role within Enterprise/Strategic-level sales engineering or pre-sales.
- Bachelor's Degree required, Bachelor’s of Science preferred, Master's a plus.
- Understanding and/or training on value selling concepts, methodologies, or other related training (MEDDIC/MEDDPICC/Demo2Win/Command of the Message/etc).
- Prior experience as an individual contributing Sales Engineer
- Experience managing Enterprise sales cycles (Transportation & Logistics industry is a plus).
- Experience with integration projects.
- Experience with hardware, cloud software, IOT, and AI/ML a plus.
- Demonstrated analytical and problem-solving skills with a consistent track record of successfully selling complex solutions.
- Strong communication skills, both in leading a team and in client interactions.
