About the Role:As a Senior Manager of Enterprise Sales Engineering, 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 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 Sales Engineers, collaborating closely with Enterprise/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 Enterprise 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 trainings (MEDDIC/MEDDPICC/Demo2Win/Command of the Message/etc).Prior experience as an individual contributing Sales EngineerExperience 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.
