Who We Are
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves more than 120,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About The Role
As a Senior Manager of Public Sector Sales Engineering, you will lead and guide a dynamic team of Public Sector-focused, technical pre-sales professionals to enhance effectiveness, productivity, and drive revenue growth within the business. Reporting directly to the Sr. 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.
What You'll Do
- Lead and mentor a team of Public Sector Sales Engineers, collaborating closely with 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 Public Sector Account Executives working on displacement deals.
- Drive the team's response to RFIs and RFPs, working in tandem with 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 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 growing and leading teams of Public Sector focused Sales Engineers/Solutions Consultants.
- 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 trainings (MEDDIC/MEDDPICC/Demo2Win/Command of the Message/etc).
- Prior experience as an individual contributing Sales Engineer
- Experience managing strategic sales cycles in the Public Sector space (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.