Opportunity at
MotiveSenior Manager, Solutions Engineering (Canada)
Motive wants a Senior Manager for solutions engineering to lead its Canadian team of technical sellers. This leader answers to the Senior Director for New Markets…
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About This Role
Motive wants a Senior Manager for solutions engineering to lead its Canadian team of technical sellers. This leader answers to the Senior Director for New Markets and backs AEs covering mid-market, enterprise and strategic accounts. The role blends people leadership with hands-on help on product demonstrations, discovery and value-based selling. The manager leads, mentors and grows solutions engineers, and backs them on discovery calls, live demos, trials and solution design.…
Job Description
Motive wants a Senior Manager for solutions engineering to lead its Canadian team of technical sellers. This leader answers to the Senior Director for New Markets and backs AEs covering mid-market, enterprise and strategic accounts. The role blends people leadership with hands-on help on product demonstrations, discovery and value-based selling.
The manager leads, mentors and grows solutions engineers, and backs them on discovery calls, live demos, trials and solution design. Proof-of-concept and trial processes are tightened so they can be repeated and scaled across segments, and demonstrations are shaped to address buyer concerns and expected business results. Support also extends to crafting replies for technical evaluations, RFPs and security questionnaires, plus deal tactics and competitor positioning in Canada. Customer input is passed to the product, build, success and marketing groups, while return-on-investment messaging is developed with the value team.
Candidates should bring five-plus years leading pre-sales work, preferably in SaaS, and have managed solutions engineers before. Working knowledge of MEDDIC, MEDDPICC, Command of the Message, Demo2Win and Great Demo! is expected. Experience with sales cycles involving software, integrations, cloud and hardware is required, and IoT or AI/ML background is a plus. The listing also gives an on-target earnings range, combining base pay and commissions, of 200,000 to 285,000 CAD.
Responsibilities
- Lead, mentor and grow solutions engineers across mid-market, enterprise and strategic segments
- Coach the team through discovery calls, live demonstrations, trial execution and solution design
- Standardize proof-of-concept and trial processes so they scale
- Act as a technical adviser inside and outside the company on current features and the roadmap
- Assist AEs with replies to technical assessments, tenders and security questionnaires
- Lead cross-team initiatives that lift sales effectiveness and technical skill
- Keep the team current on competitors, customer needs and emerging technology
Requirements
- Five or more years of pre-sales leadership, ideally in SaaS
- Demonstrated record managing solutions engineers or similar technical sales staff
- Strong command of value-based selling frameworks and solutions engineering methods
- Skill in coaching and in scaling a team
- Background selling offerings that combine software, connectors, cloud services and devices
- Excellent verbal and written communication
Qualifications
- A university degree is preferred, with a graduate degree a bonus
- IoT or AI/ML background
- French language skills
Core Skills
Benefits
- Medical, pharmacy, vision and dental coverage
- Paid vacation and paid sick leave
- Disability protection, both short-term and long-term
- Life insurance
- 401(k) contribution
- Benefit eligibility rules apply
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is the role based?
The listing is on-site and is for the Canadian team. It does not name a city.
What is the posted pay?
On-target earnings, base pay plus commissions, are 200,000 to 285,000 CAD.
Who does this manager report to?
They report to the Senior Director for New Markets solutions engineering.
Is French required?
No. French language skills are listed as a plus.
Sample Interview Questions
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