Partner closely with Account Executives (AEs) to drive specialized product conversations and support the full sales cycle.
Serve as the in-house expert for Motive’s Equipment Monitoring solutions (asset gateways, beacons, telematics).
Collaborate with AEs mid-funnel to drive specialized product discussions, from initial pitch through implementation handoff.
Collaborate with AEs to identify whitespace accounts who would be excellent candidates to target for Equipment Monitoring
Balance a consultative, customer-centric approach with deep technical/functional knowledge to articulate ROI and differentiate Motive’s solution.
Become the go-to authority on our Equipment Monitoring suite: configuration details, hardware specs, integration workflows, and competitive landscape.
Conduct tailored product demos and technical deep-dives for prospective customers at varying levels of sophistication.
Listen to and dissect customer challenges, mapping needs to Motive’s Equipment Monitoring solutions.
Guide customers through initial onboarding steps to help them deploy hardware and start measuring ROI quickly.

Previous experience in fleet management, heavy equipment, or construction tech environments.
Familiarity with ROI-based solution selling in both mid-market and enterprise segments.
Background working in a quota-carrying overlay or specialized sales role where cross-functional collaboration was essential.
Comfortable using typical sales tech stacks (Salesforce, LinkedIn Navigator, outreach tools) and presentation software (Google Slides, PowerPoint).
Ability to understand and confidently discuss device setup, network connectivity, and integration with cloud-based platforms.
Strongly Preferred: Prior experience with telematics, IoT hardware, or equipment monitoring solutions.
Proven success in consultative or solution-based selling environments—especially for complex or hardware-based products.
Skilled at ROI presentation, TCO (total cost of ownership) analysis, and business value articulation for enterprise-level accounts.
Adept at distilling complex technical concepts into clear, digestible terms for multiple audience types (technical, operational, C-suite).
Demonstrated ability to work smoothly within a “co-sell” or overlay model, respecting AE account ownership.
Detail-oriented approach to tracking outstanding questions, next steps, and internal tasks.
Trustworthy demeanor; avoids overly “salesy” tactics in favor of listening, empathy, and transparent solutions.

Strategic Product Sales Specialist, Equipment Monitoring

Key skills