Manager, Mid Market Solutions Engineering

As a Manager of Mid-Market Solutions Engineering, you will lead and support a team of high-performing Solutions Engineers partnering with Mid-Market Account Executives to drive revenue growth through technical expertise, compelling product demonstrations, and value-based selling. Reporting to the Sr. Manager of Solutions Engineering, 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 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 Mid-Market segment.
• 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 Mid-Market motion.
• 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:

• 3+ years of pre-sales leadership experience, ideally within high-velocity, Mid-Market SaaS sales environments.
• Bachelor's degree preferred; Master’s degree a plus.
• Proven background as an individual contributor Solutions Engineer — or similar — with a track record of success in technical selling.
• 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.