Senior Manager, Strategic Solutions Engineering

Motive is a company that empowers physical operations with tools for safety, productivity, and profitability. The Senior Manager of Strategic Solutions Engineering will lead a team of Solutions Engineers to drive revenue growth through technical expertise and value-based selling, while collaborating with various internal teams to enhance customer impact.

Responsibilities:

• Lead, mentor, and develop a team of Strategic Enterprise-focused Solutions Engineers supporting discovery, executive-level presentations, complex demos, proof-of-concepts/trials, and multi-threaded solution design
• Ensure the delivery of compelling, customized demonstrations aligned to Strategic Enterprise buyer pain points, business outcomes, and technical sophistication across diverse stakeholder groups
• Drive operational excellence in our proof-of-concept and technical evaluation workflows, ensuring consistency, quality, and scalability across large, complex accounts
• Act as a trusted technical and strategic advisor—internally and externally—on Motive’s capabilities, architecture, integrations, security, and future roadmap
• Collaborate with Account Directors to craft persuasive responses to technical evaluations, RFPs, RFIs, and security reviews
• Partner cross-functionally with Product, Engineering, Customer Success, and Product Marketing to ensure tight communication loops, efficient escalation paths, and informed roadmap feedback
• Lead and support team-wide initiatives and cross-functional projects that elevate technical excellence, improve sales effectiveness, and increase customer impact across the Strategic segment
• Support deal strategy, objection handling, competitive positioning, and executive alignment throughout long, multi-stage Strategic Enterprise sales cycles
• Partner with Business Value Services to reinforce ROI, TCO, and measurable business outcomes for senior stakeholders
• Stay informed on competitive trends, emerging technologies, and the evolving needs of Enterprise customers to guide enablement and strategic execution

Requirements:

• 5+ years of pre-sales leadership experience supporting Enterprise or Strategic accounts within SaaS or complex technology environments
• Proven background as an individual contributor Solutions Engineer — or similar — with a record of success in complex technical selling
• Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or similar, along with SE-specific methodologies like Demo2Win or Great Demo!
• Demonstrated ability to lead teams supporting long, multi-threaded Enterprise sales cycles with multiple technical and executive stakeholders
• Strong organizational and team leadership skills with a focus on coaching, scaling, and navigating large, cross-functional efforts
• Excellent verbal and written communication skills, with the ability to influence executive stakeholders and collaborate across internal teams
• Bachelor's degree preferred; Master's degree a plus
• Experience with integrations, cloud architectures, APIs, hardware/IoT, and emerging technologies such as AI/ML is strongly preferred