Director, Commercial Sales Engineering

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 the Director, Commercial Sales Engineering - Pakistan, you will be responsible for building, leading, and nurturing our Commercial Sales Engineering teams in Pakistan. In this pivotal leadership role, you will oversee multiple pre-sales teams, focusing on developing junior Sales Engineers, conduct compelling product demonstrations, and design innovative solutions that directly support our Commercial sales objectives and cultivating a culture that emphasizes exceptional sales engineering skills. This includes strong communication, technical and business proficiency, deep product knowledge, and a keen understanding of the local market and industry. You will play a crucial role in empowering our Commercial Sales teams to achieve their goals by providing strategic technical guidance and support.

• Build, direct, and mentor a high-performing team of Commercial Sales Engineering Managers and individual Sales Engineers, fostering a collaborative and growth-oriented environment.
• Collaborate closely with Sales Leadership to develop and execute strategies that align with Commercial segment goals and drive significant revenue growth.
• Establish, implement, and maintain best practices for the Commercial Sales Engineering function, ensuring consistent delivery of high-quality technical support, solutioning and impactful product demonstrations.
• Partner with the Recruiting Team to actively identify, attract, and onboard top Sales Engineering talent in Pakistan, from management to entry-level individual contributors.
• Design and implement innovative training and development programs specifically tailored to enhance the skills and performance of the entire team, with a strong focus on upskilling junior Sales Engineers.
• Provide actionable insights and strategic recommendations to local and global Motive leadership based on comprehensive data analysis, market trends in Pakistan, and customer feedback.
• Act as a key technical liaison between the Sales Engineering team and multiple internal departments, including Product, Engineering, Customer Success (ensuring seamless technical handoffs and ongoing support), and Product Marketing, ensuring seamless collaboration and communication.
• Stay abreast of local industry trends and competitive landscape within Pakistan, offering strategic guidance to the team and key stakeholders.
• Drive continuous improvement in sales engineering processes and tools to maximize efficiency and effectiveness.

• Proven leadership experience with a minimum of 3+ years in a second-line leadership role, ideally overseeing technical pre-sales teams.
• Bachelor's Degree required, Bachelor's of Science preferred; Master's a plus.
• Familiarity and/or training in value selling concepts, methodologies, or related training programs (e.g., MEDDIC/MEDDPICC/Demo2Win/Command of the Message) is highly desirable.
• Previous experience as an individual contributing Sales Engineer is essential with a proven track record of delivering impactful technical presentations and demonstrations to customers.
• Experience overseeing commercial sales cycles, with a strong understanding of how to support high-volume, transactional sales.
• Experience with integration projects and an understanding of API-driven solutions.
• Knowledge of hardware, cloud software, IoT, and AI/ML is beneficial.
• Demonstrated analytical and problem-solving skills with a consistent record of successfully supporting the sale of complex solutions.
• Exceptional communication and interpersonal skills, both in team leadership and client interactions, with the ability to articulate complex technical concepts clearly and concisely to diverse audiences.
• A strong understanding of the Pakistani business landscape and customer needs is a significant advantage.

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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