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Motive · 1 day ago

Product Specialist, Equipment Monitoring

United States

Full-time

Remote

Mid Level

$160K/yr - $230K/yr

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. As a Product Specialist for Equipment Monitoring, you will act as the in-house expert, collaborating closely with Account Executives to drive product discussions and support the sales cycle.

Computer Software

H1B Sponsor Likely

Responsibilities

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

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

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

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

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

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

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

Qualification

TelematicsIoT hardwareEquipment monitoringROI-based solution sellingSalesforceGoogle SlidesPowerPointConsultative sellingCross-functional collaborationCommunication skillsDetail-oriented

Required

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

Ability to understand and confidently discuss device setup, network connectivity, and integration with cloud-based platforms

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

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

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)

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

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

Preferred

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

Strongly Preferred: Prior experience with telematics, IoT hardware, or equipment monitoring solutions

Benefits

Health, pharmacy, optical and dental care benefits

Paid time off

Sick time off

Short term and long term disability coverage

Life insurance

401k contribution

Company

Motive

Glassdoor4.0

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable.

Founded in 2013

San Francisco, California, US

1001-5000 employees

http://gomotive.com

H1B Sponsorship

Motive has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

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Trends of Total Sponsorships

2025 (21)

2024 (24)

2023 (12)

2022 (8)