Senior Manager, Solutions Engineering
Job description
Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
About the Role:
As a Senior Manager of Solutions Engineering for Canada, you will lead and support a team of high-performing Solutions Engineers partnering with Mid-Market, Enterprise, and Strategic Account Executives to drive revenue growth through technical expertise, compelling product demonstrations, and value-based selling. Reporting to the Senior Director of Solutions Engineering for New Markets, you’ll foster a collaborative, high-impact team culture that thrives on customer-centricity, clear communication, and deep product knowledge.
What You'll Do:
- Lead, mentor, and develop a team of Solutions Engineers aligned to Mid-Market, Enterprise, and Strategic AEs, supporting discovery calls, live demos, trial execution, and solution design.
- Ensure the delivery of compelling, customized demonstrations that align with buyer pain points and business outcomes across various stakeholders.
- Drive operational excellence in our proof-of-concept and trial workflows to ensure repeatability and scalability across the segments.
- Act as a trusted technical advisor—internally and externally—on Motive’s current capabilities and future roadmap, ensuring your team can clearly articulate differentiated value.
- Collaborate with AEs to craft persuasive responses to technical evaluations, RFPs, and security reviews.
- Partner closely with internal teams including Product, Engineering, Customer Success, and Product Marketing to ensure clear communication and product feedback loops.
- Develop and lead impactful team initiatives and cross-functional projects, while mentoring Solutions Engineers as they scope, drive, and execute on strategic efforts that enhance sales effectiveness, technical excellence, and customer impact.
- Support the sales process with deal strategy, objection handling, and competitive positioning tailored to the Canadian market.
- Partner with Business Value Services to reinforce ROI and key customer outcomes.
- Stay informed on competitive trends, customer needs, and emerging technologies to guide team enablement and improve execution.
What We're Looking For:
- 5+ years of pre-sales leadership experience, ideally within a SaaS sales environment.
- Bachelor's degree preferred; Master’s degree a plus.
- Proven background as a Solutions Engineering Manager — or similar — with a track record of success in leading, mentoring, and developing high performing SEs.
- Strong understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, or Command of the Message, as well as Solutions Engineering-specific methodologies like Demo2Win, Great Demo!, or similar
- Strong organizational and team leadership skills, with a focus on coaching and scaling.
- Experience supporting sales cycles that involve software, integrations, cloud platforms, and hardware (IoT or AI/ML experience is a plus).
- Excellent verbal and written communication skills, with the ability to influence both internally and externally. French language skills are a plus.
Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units (RSUs). Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.
The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
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All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.