Sr. Manager, Sales Engineering

Job Description

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.