Product Specialist, Equipment Monitoring

As the in-house expert for Motive’s Equipment Monitoring solutions (asset gateways, environmental sensors, beacon location devices, door sensors, etc.), you will partner closely with other Account Executives (AEs) to drive specialized product conversations and support the full sales cycle. This role requires a consultative, customer-centric approach combined with deep technical fluency, meticulous follow-through, and seamless collaboration across Sales, Product, and Implementation teams.

• Serve as the in-house expert for Motive’s Equipment Monitoring solutions (asset gateways, beacons, telematics).
• Collaborate with other Account Executives (AEs) mid-funnel to drive specialized product discussions, from initial pitch through implementation handoff.
• Collaborate with other AEs to identify whitespace accounts who would be excellent candidates to target for Equipment Monitoring
• Balance a consultative, customer-centric approach with deep technical/functional knowledge to articulate ROI and differentiate Motive’s solution.

Required Skills & Qualifications

Preferred Qualifications

• Previous experience in fleet management, heavy equipment, or construction tech environments.
• Familiarity with ROI-based solution selling in both mid-market and enterprise segments.
• Background working in a quota-carrying overlay or specialized sales role where cross-functional collaboration was essential.

Comfortable using typical sales tech stacks (Salesforce, LinkedIn Navigator, outreach tools) and presentation software (Google Slides, PowerPoint).

Technical Fluency

• Ability to understand and confidently discuss device setup, network connectivity, and integration with cloud-based platforms.
• Strongly Preferred: Prior experience with telematics, IoT hardware, or equipment monitoring solutions.

Sales Acumen

• Proven success in consultative or solution-based selling environments—especially for complex or hardware-based products.
• Skilled at ROI presentation, TCO (total cost of ownership) analysis, and business value articulation for enterprise-level accounts.

Communication & Presentation

• Adept at distilling complex technical concepts into clear, digestible terms for multiple audience types (technical, operational, C-suite).
• Comfort with adjusting tone and content on-the-fly, ensuring each stakeholder feels heard and understood.

Collaboration & Partnership

• Demonstrated ability to work smoothly within a “co-sell” or overlay model, respecting AE account ownership.
• Strong teaming mindset—no “lone-wolf” approach. Excels at coordinating with cross-functional partners (Sales, Product, CS).

Organization & Follow-Up

• Detail-oriented approach to tracking outstanding questions, next steps, and internal tasks.
• Consistent record of effective pipeline management and thorough documentation in CRM or other tracking tools.

Credibility & Integrity

• Trustworthy demeanor; avoids overly “salesy” tactics in favor of listening, empathy, and transparent solutions.
• Honest assessment of feasibility and willingness/capability to raise red flags if an ask is not currently supported or is high complexity.

Key Responsibilities

Product Expertise & Demonstrations

• Become the go-to authority on our Equipment Monitoring suite: configuration details, hardware specs, integration workflows, and competitive landscape.
• Conduct tailored product demos and technical deep-dives for prospective customers at varying levels of sophistication.
• Consult with Product team on features, functionality, and new product roadmap for maximum product market fit.

Consultative Customer Engagement

• Listen to and dissect customer challenges, mapping needs to Motive’s Equipment Monitoring solutions.
• Adapt conversations to the customer’s technical aptitude and business goals—ranging from high-level ROI discussions to in-depth hardware specifics.
• Communicate any product gaps or advanced requests back to product teams, balancing feasibility with honest, accurate timelines for customers.

Collaboration with AEs

• Work hand-in-hand with the AE, aligning on deal strategy and ensuring no overlap or confusion in roles.
• Support the AE by adding credibility as a neutral product expert rather than a purely sales-driven voice.
• Share ownership of the Equipment Monitoring deal pipeline and collaborate on territory planning once the account signals interest.

Proposal & Presentation Development

• Customize decks, data sheets, or ROI calculators that speak directly to individual customer pain points.
• Provide clarity on cost-benefit models, ramp timelines, and the long-term value proposition for asset tracking hardware.

Detailed Follow-Through

• Capture every customer question, concern, or “wish list” item—no matter how small—and ensure it’s addressed promptly.
• Coordinate with internal stakeholders (Implementation, Customer Success, Product) to provide accurate, timely updates.
• Maintain comprehensive notes and action items, ensuring commitments are tracked to completion.

Implementation Handoff & Post-Sale Transition

• Guide customers through initial onboarding steps to help them deploy hardware and start measuring ROI quickly.
• Facilitate a seamless handoff to Implementation and CS teams while staying accessible if deeper product expertise is required.