Senior Solutions Engineer, Strategic Franchises

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 Solutions Engineer on our Networks/Franchise team, you’ll play a key role in driving the success of Motive’s Networks segment, supporting customers and prospects across our Networks and franchise customers. You’ll partner closely with Account Executives to shape deal strategy, lead technical discovery, and deliver compelling demonstrations that connect Motive’s technology to measurable business outcomes.This role requires a blend of strategic thinking, technical acumen, and strong communication skills, paired with a customer-first mindset to drive adoption across complex network environments. Reporting to a Solutions Engineering leader, you’ll help shape our GTM strategy while collaborating with cross-functional teams across Marketing, Sales, Customer Success, Product, and Implementation.

• Partner with Strategic Account Executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations that influence executive-level decisions
• Showcase Motive’s value by tailoring demos that resonate across technical, operational, and business audiences — positioning yourself as a trusted advisor to strategic customers
• Translate complex customer challenges into clear, compelling solutions that deliver measurable business outcomes
• Develop deep expertise in the competitive landscape, playing a key role in supporting Strategic AEs on displacement and high-value opportunities
• Establish yourself as a product authority — mastering today’s platform while shaping conversations around future innovations
• Collaborate on RFIs and RFPs to position Motive as the partner of choice for strategic Enterprise organizations
• Act as a visible connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing), ensuring customer insights fuel continuous improvement and innovation
• Represent Motive at industry tradeshows, franchise conferences, and onsite customer events as needed to drive brand impact and engagement

• 5+ years of experience supporting Strategic or high-value Enterprise-level sales in a pre-sales or solutions engineering role (SaaS and hardware experience a plus)
• Bachelor’s degree preferred; advanced degree a plus
• Experience in a customer-facing pre-sales field role with the flexibility and willingness to travel 30%+
• Deep knowledge of value-based selling frameworks and methodologies (e.g., MEDDIC, MEDDPICC, Command of the Message) and solutions engineering methodologies (e.g., Demo2Win, Great Demo!, or comparable)
• Exceptional communication and presentation skills, with the ability to influence executive and C-level stakeholders
• Strong analytical and problem-solving abilities with a solutions-oriented mindset
• Demonstrated success supporting complex solution sales within high-value Enterprise and/or Strategic-level organizations
• Hands-on experience with Strategic Enterprise sales cycles and navigating multiple stakeholders
• Experience with APIs, integrations, and technical solution design