over 2 years ago
Remote, United StatesMid Level
H1B sponsor
Responsibilities
- Partner with Mid-Market Account Executives on deal strategy, discovery conversations, and customer decision-making.
- Create customized product demonstrations for technical, operational, and business audiences.
- Translate customer challenges into actionable solutions and measurable business outcomes.
- Develop competitive knowledge and support displacement and growth opportunities.
- Build product expertise and position current and future platform capabilities.
- Collaborate on RFIs and RFPs.
- Connect Sales with Product, Engineering, Customer Success, and Marketing to communicate customer insights.
Requirements
- 3+ years of experience in customer-facing pre-sales or solutions engineering for mid-market or comparable segments.
- Experience with SaaS and/or hardware solutions.
- Experience supporting complex solution sales and mid-market or comparable sales cycles.
- Experience with APIs, integrations, and technical solution design.
- Ability to travel 15–20%.
- Familiarity with value-based selling or solutions engineering methodologies such as MEDDIC, MEDDPICC, Command of the Message, Demo2Win, or Great Demo!.
- Excellent communication, analytical, problem-solving, and technical translation skills.
- Bachelor’s degree preferred; advanced degree is a plus.
Benefits
- Health, pharmacy, optical, and dental care benefits, subject to eligibility.
- Paid time off and sick time off.
- Short-term and long-term disability coverage.
- Life insurance and 401k contribution, subject to eligibility.
- Some interviews or new-hire training sessions may be held in person at a global office.
- Candidates may be located in the Central, Mountain, or Pacific time zones.
Categories
Solutions Engineering
About Motive
Motive builds an automated operations platform that pairs IoT hardware with AI-powered software for fleets and physical operations, covering GPS tracking, ELD compliance, dashcams, safety, maintenance, and spend management. It sells hardware and SaaS subscriptions to transportation, construction, energy, field service, and public-sector customers. Founded in 2013 and headquartered in San Francisco, the privately held company reports serving over 120,000 businesses.