Senior Solutions Engineering Manager, Product Specialist

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead and cultivate a team of Product Specialists focused on strategic solution categories such as Maintenance, Workforce Management, Cards, and emerging product areas.

• Establish the team charter, engagement model, and coordinate handoffs with Account Executives, core Solutions Engineers, Trial Success, Product Marketing, and Product.

• Develop coverage and prioritization models to assign specialists to high-value opportunities, evaluations, and field requirements.

• Mentor the team on discovery processes, demo strategies, objection management, technical validation, proof-of-concept design, and executive communication.

• Generate reusable plays, assets, and consistent category-selling motions; act as an escalation point for strategic opportunities.

• Create operating rhythms and evaluate category performance, specialist utilization, deal support quality, success metrics, attribution, and performance expectations.

• Collaborate with Product and Product Marketing to represent the voice of the customer and provide input on the roadmap, positioning, and launch readiness.

• Recruit and onboard specialists with in-depth product, workflow, or industry expertise and scale the team effectively.

• Enhance category attach rates, win rates, technical validation, and overall category health.

⛳️ Requirements

• 8+ years of experience in Solutions Engineering, Sales Engineering, Solution Consulting, Technical Pre-Sales, or a similar customer-facing position.

• 3+ years of leadership experience overseeing senior individual contributors or specialist teams.

• Bachelor's degree preferred; a Master's degree is a plus.

• Strong foundation in Solutions Engineering, including discovery, demo leadership, value-based selling, technical validation, and complex B2B SaaS sales cycles involving multiple stakeholders.

• Comprehensive understanding of value-based selling frameworks such as MEDDIC, MEDDPICC, Command of the Message, or equivalent methodologies.

• Familiarity with SE methodologies like Demo2Win or Great Demo!

• Experience in building or leading overlay teams, specialist seller/SE motions, subject matter expert groups, or shared-service field functions is highly desirable.

• Ability to work cross-functionally with Sales, Product, Product Marketing, Operations, and Customer Success teams.

• Proven experience in designing or enhancing operating models, engagement protocols, prioritization frameworks, and team charters.

• Skill in recognizing patterns to identify where specialist intervention can provide leverage.

• Capability to balance strategic deal support with scalable field enablement.

• Executive presence and the ability to influence senior stakeholders through data-driven insights, sound judgment, and effective communication.

• Comfort in navigating ambiguity and establishing new functions, processes, and metrics in dynamic environments.

• Experience in areas such as maintenance, workforce management, payments/cards, telematics, asset operations, or related operational technology domains is a bonus.

• Applicant must be authorized to access commodities and technologies controlled under U.S. Export Administration Regulations.

• Employees must be authorized to access Motive products and technology.

🏝️ Benefits

• Health benefits

• Pharmacy benefits

• Optical care benefits

• Dental care benefits

• Paid time off

• Sick time off

• Short-term disability coverage

• Long-term disability coverage

• Life insurance

• 401k contribution

• Restricted stock units may be included in total compensation for certain roles.

• Some interviews or new-hire training sessions may take place in person at one of our global offices.