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 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. What You’ll Do: - 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. What We're Looking For: - 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. 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.

• Analyze prospect's current cash management processes • Develop ROI for retail solution • Support Demos of recyclers • Drive value and change management • Collaborate with sales, product management, and marketing • Provide technical guidance and process adoption • Help shape and execute strategy for recycler deployment • Conduct hardware and software demonstrations • Engage with customers for technical expertise

Role Description Cennox Solutions Architects are trusted advisors to Cennox prospects and clients, showing how Cennox Retail Solutions addresses their business requirements. Solutions Architects are responsible for analyzing the prospect's current cash management processes and developing an ROI for the retail solution by creating a future state process while implementing a retail solution. Solutions Architects are Subject Matter Experts on Cennox Recyclers and will support Demos of the recyclers both in person and virtual. The Solutions Architect helps drive value and change management with prospects and clients. By applying solution selling and recycler adoption experience from planning to implementing, the Solutions Architect supports and enables successful adoption of Cennox Recyclers. Solutions Architects work collaboratively with Cennox’s customers across segments, including sales, product management, and marketing organizations. This role provides technical guidance, process adoption, and support throughout the entire sales cycle. Solution Architects can help shape and execute a strategy to successfully deploy recyclers with customers by becoming the trusted advisor. The ideal candidate must be self-motivated and have a proven record of accomplishment in recycling technology or retail operations. Proficiency in connecting technology solutions to measurable business value is critical to a Solutions Architect. Objectives - Develop a full understanding of Cennox Recycler and Cash Automation Solutions and becoming a Subject Matter Expert - Develop an understanding of various cash management processes within Retail, Grocery, C-Store, QSR, Gaming etc. Responsibilities - Conduct both the hardware and software demonstrations from the customer experience studio in-person and/or remotely via live video. - Engage with customers, both onsite and remotely, by providing technical expertise during the pre-sales process. - Perform onsite Cash Ecosystem, Current Process, and Time and Motion Studies at client locations and create an ROI/Business Case for the customer. - Collaborate with the sales team to support and execute a sales strategy to exceed revenue targets through the adoption of Cennox Recyclers. - Be Responsible for supporting prospects during a Proof of Concept (POC) to ensure successful evaluation of the stated business goals. - 2 to 3 days on-site POC training and hand holding on both the device and process change. - Build deep relationships with people within customer environments to enable them to be Cennox advocates. - Support trade shows as technical SME to set-up, test, and be on-call as needed for device of software issue resolutions. - Serve as the customer advocate to Cennox teams, including Product, Sales, and Marketing. - Maintain specialty competency in Cash Recyclers and Retail Cash Management related to Cennox’s market focus through training, certification, and creating working examples for reuse internally and by customers and partners. - Design Device/User Configuration based on customer requirements. - Setup Customer/Device/User requirements in the Cennox Portal / Devices. - All other duties as assigned. Physical Requirements - Ability to sit and stay focused for long periods of time. - Vision correctable to 20/20. - Finger dexterity for keyboarding and computer usage.

• End-to-end leadership of value realization • Support Account Executives through coaching and sparring on account strategy • Plan and lead value assessments and proof-of-value projects • Quantify customer value through robust business cases • Close collaboration with Delivery and Product teams