• You gain a deep understanding of customer requirements and design the appropriate solution to meet their needs. • You will help frame and quantify the value of the Ketch solution, differentiate our platform, tell our value story through standard and custom technical demonstrations, manage enterprise Proofs of Value, and work with the Sales team to ultimately close business. • You will be a critical link between sales, product management, engineering, and professional services teams (including partners) while successfully operating with a high degree of autonomy. • You must thrive in a fast-paced, often ambiguous, environment and have the flexibility and willingness to jump in and get things done. You are equally comfortable in both a business and technical context, interacting with executives and going deep with experienced technical audiences. • You bring a passion for continuous learning (both technical and regulatory) and the ability to work independently.

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. Visit gomotive.com to learn more. About the Role:As a Senior Solutions Engineer on our Enterprise team, you’ll play a key role in driving successful outcomes for Motive’s Enterprise customers. You’ll partner closely with Account Executives to shape deal strategy, showcase the value of our platform, and act as a trusted advisor to technical and business stakeholders. This role requires a balance of technical expertise, business acumen, and strong communication skills, as you map customer challenges to Motive’s solutions and influence buying decisions. Reporting directly to an Enterprise Solutions Engineering leader, you’ll collaborate across Sales, Product, Engineering, and Customer Success to ensure customer needs are met while driving Motive’s growth and strategic success. What You'll Do: - Partner with Enterprise Account Executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations that influence executive-level decisions - Showcase Motive’s value by tailoring demos that resonate across technical, operational, and business audiences — positioning yourself as a trusted advisor to customers - Translate complex customer challenges into clear, compelling solutions that deliver measurable business outcomes - Develop deep expertise in the competitive landscape, playing a key role in winning strategic displacement opportunities - Establish yourself as a product authority — mastering today’s platform while shaping conversations around future innovations - Collaborate on RFIs and RFPs to position Motive as the partner of choice for Enterprise organizations - Act as a visible connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing), ensuring customer insights fuel continuous improvement and innovation What We're Looking For: - 5+ years of experience supporting Enterprise-level sales in a pre-sales or solutions engineering role (SaaS and hardware experience a plus) - Bachelor’s degree preferred; advanced degree a plus - Experience in a customer-facing pre-sales field role with the flexibility and willingness to travel 30%+ - Deep knowledge of value-based selling frameworks and methodologies (e.g., MEDDIC, MEDDPICC, Command of the Message) and solutions engineering methodologies (e.g., Demo2Win, Great Demo!, or comparable) - Exceptional communication and presentation skills, with the ability to influence technical and executive audiences - Strong analytical and problem-solving abilities with a solutions-oriented mindset - Demonstrated success supporting complex solution sales within Enterprise organizations - Hands-on experience with Enterprise sales cycles and navigating multiple stakeholders - Experience with APIs, integrations, and technical solution design Pay Transparency Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits. The on-target earnings (base pay + commissions) for this role: $160,000—$200,000 USD 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. Please review our Candidate Privacy Notice here. UK Candidate Privacy Notice here. The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.

Job Location: Germany What you'll do The Pre-Sales Solution Engineering organisation is responsible for the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Solution Engineering is made up of individuals from a wide range of backgrounds - from Financial Consulting to Product Management, Customer Support to Software Engineering, and we are serious about building a diverse, experienced and curious team. As a Solutions Engineer, you are the technical customer advocate within Cloudflare. To aid your customers, you will work closely with every team at Cloudflare, from Sales and Product to Engineering and Customer Support. Your goal of customer success should drive you through the entire organization as you seek out and create scalable solutions for your customer's needs. Examples of desirable skills, knowledge and experience Our Solutions Engineers come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support & project delivery. We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology. Ultimately, you are passionate about technology and have the ability to explain complex technical concepts in easy-to-understand terms. You are naturally curious, and an avid builder who is not afraid to get your hands dirty. You appreciate the diversity of challenges in working with customers, and look forward to helping them realize the full promise of Cloudflare. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other. You will have a good fundamental understanding on how to obtain the technical win so that customers choose our proposed solutions over that of competitors. Additional experience might include a combination of the skills below: - Business Fluency in German - Ability to manage a project, work to deadlines, and prioritize between competing demands - Understanding of "how the internet works". For example: - Know the differences between TCP & UDP, and understand what kinds of applications may favor one over the other; - Can explain the difference between authoritative DNS & recursive DNS; - You understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike; - Understanding of how customers make buying decisions, how to explain ROI. - Travel expected to customer offices, conferences and/or do talks. Bonus - Previous experience in a pre-sales SE or consulting role. (note: doesn't have to be in tech); - Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills; - You've built a web application before, or contributed to an existing application in a meaningful way; - You can describe the differences between CSRF, XSS and SQLi in detail, and Cloudflare's role in defending against them; - Understanding of, or experience with, regulatory requirements such a PCI DSS, HIPAA, and SOC-2; - Exposure to emerging technical landscape trends, e.g. SASE and Zero Trust.

Job Location: Munich, Germany / Remote, Germany Job Description As a Senior Customer Solutions Engineer (CSE), you will be the trusted technical advisor throughout a customer's lifecycle. You are a product expert and will leverage your knowledge to ensure our Enterprise customers understand and utilize the Cloudflare platform to its fullest extent. You will bring deep architectural expertise, hands-on technical leadership, and advanced troubleshooting skills to ensure the seamless integration, performance, and security of Cloudflare's services within the customer's ecosystem. Your goal is to help customers be successful and derive the most value possible from their Cloudflare investment. You will work closely with the Customer Success Managers (CSMs) and other teams at Cloudflare, from Sales and Product to Engineering and Customer Support. Customer success will drive you through the entire organization as you seek out and implement scalable solutions for your customer's needs. Responsibilities As a member of the Account Team, you will serve as a trusted technical advisor, help expand existing business, and ensure the success of our customers: - Primary responsibilities will be to deliver a timely and organized onboarding for customers, ensure customers see the full value in Cloudflare's products, and advise on technical best practices. - Be part of the regional account teams and work closely with CSMs on supporting the regional book of business. - Ensure customer retention and expansion through relationship building and participation in periodic account reviews to contribute your expertise on technical topics. - Provide customers with clear proactive technical guidance and expertise across all our products. - Collaborate with Customer Support, Engineering, and other teams to assist with technical escalations. - Proactively identify opportunities for expansion for existing customers. - Contribute towards the success of the CSE organization through knowledge-sharing activities such as contributing to internal and external documentation, answering technical Q&A, and helping iterate on best practices. - The role requires willingness to travel 20-30% to attend meetings with customers, attend conferences, and other industry events, and to collaborate with your Cloudflare teammates. Experiences might include a combination of the skills below: - At least 6 years of prior experience in technical post-sales roles in cybersecurity or internet technology. - Fluency in German AND English. - Bachelor or comparable degree in the IT field is desirable, Master degree is a plus. - Deep understanding of how the internet works. For example: - Layers and protocols of the OSI model, such as TCP/IP, TLS, DNS, HTTP - Reverse and forward proxies and the applications of both - Security aspects of an internet property, such as Firewalls, WAFs, Bot Management, Rate Limiting, (M)TLS, Zero Trust - Performance aspects of an internet property, such as Speed, Latency, Caching, Video Streaming, HTTP/2, TLSv1.3 - Enjoying the adventure of troubleshooting and solving technical problems. - Understanding why Cloudflare plays an increasingly important role on today's internet. - Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) - Technical curiosity and passion: Cloudflare is at the cutting edge of internet technology, and our CSEs are viewed as subject-matter experts. It is essential for our CSEs to stay up to date with Cloudflare's specific products and with industry trends. - Ability to manage a project, work to deadlines, and prioritize between competing demands.