Solutions Engineer, Mid Market

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.

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As a Mid Market Solutions Engineer, you'll play a key role in driving successful outcomes for Motive's Mid Market customers and prospects. You'll partner closely with Account Executives to shape deal strategy, deliver compelling product demonstrations, and act as a trusted advisor to both technical and business stakeholders. This role requires a balance of technical expertise, business acumen, and strong communication skills, as you map customer challenges to Motive's solutions and influence key buying decisions. Reporting directly to the UK Senior Manager of Solutions Engineering, you'll collaborate across Sales, Product, Engineering, and Customer Success to ensure customer needs are met while contributing directly to Motive's growth and success.

• Partner with Mid Market Account Executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations that support customer decision-making
• Showcase Motive's value by creating customized demos that resonate across technical, operational, and business audiences — positioning yourself as a trusted advisor to Mid Market customers
• Translate customer challenges into clear, actionable solutions that deliver measurable business outcomes
• Develop deep knowledge of the competitive landscape, supporting Mid Market AEs on displacement and growth 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 Mid Market organizations
• Act as a visible connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing), ensuring customer insights drive continuous improvement and innovation

• 3+ years of experience supporting Mid Market or comparable market segments in a customer-facing pre-sales or solutions engineering role, with experience in SaaS and/or hardware
• Bachelor's degree preferred; advanced degree a plus
• Experience working in the field in any industry, fleet technology or telematics preferred
• Experience in a customer-facing pre-sales role with the flexibility and willingness to travel up to at least 40-50% to customer on-sites and installations 
• Familiarity with value-based selling frameworks and/or solutions engineering methodologies (e.g., MEDDIC, MEDDPICC, Command of the Message, Demo2Win, Great Demo, or comparable)
• Excellent communication skills with the ability to translate technical topics for both technical and non-technical audiences
• Demonstrated success supporting complex solution sales and navigating Mid Market — or similar market segment — sales cycles
• Proven analytical and problem-solving abilities with a solutions-oriented mindset
• Experience with APIs, integrations, and technical solution design

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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The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. 

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