Senior Manager, Enterprise Sales Engineering - San Francisco California

Company: Motive
Location: San Francisco, California
Posted On: 05/05/2024

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 Engineer
    
  • Experience 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.
    
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