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
We are looking for a relentless and strategic Senior Strategic Partner Manager to build, accelerate, and optimize our partner ecosystem. Reporting to the GTM Partnerships team, you will be the primary engine behind unlocking indirect revenue streams and fostering deep, collaborative relationships with key partners.
This is not a passive maintenance role. We need a builder who is hungry to hunt for new opportunities and drive end-to-end partner development. You will be responsible for identifying and recruiting new strategic partners, creating robust co-sell frameworks, overseeing referral management, and driving comprehensive enablement programs.
You will sit at the intersection of Sales, Legal, Marketing, and Enablement, translating our value proposition into streamlined revenue channels. If you have a gritty, "get it done" mentality and deep experience navigating the intersection of SaaS/Hardware and complex partnerships, this is your opportunity to help build a massive vertical at Motive.
Key Responsibilities
Strategic Partner Development
- Build the Ecosystem: Identify, contract, and onboard high-value strategic partners to expand our market footprint and unlock new indirect revenue streams.
- Joint Go-To-Market: Collaborate with newly acquired and existing partners to develop joint go-to-market initiatives that drive pipeline generation and mutual market penetration.
- Strategic Relationship Management: Act as the dedicated, day-to-day point of contact for Motive’s most high-value strategic partnerships, ensuring seamless communication, continuous alignment, and top-tier partner experience.
- Relationship Mapping & Penetration: Identify key decision-makers and centers of influence within each partner organization, cultivating deep internal relationships across their leadership, product, and GTM teams to maximize partner mindshare and drive Motive as their preferred solution.
Partner Enablement & Training
- Equip the Channel: Provide each partner with comprehensive and up-to-date training materials, resources, and tools to be successful.
- Drive Confidence: Ensure partner teams are fully enabled so they can confidently position and refer Motive solutions to their customer base.
- Act as Internal SME: Serve as the primary subject matter expert for our direct sales team, educating them on how to leverage our partners to close deals faster and without friction.
Referral, Deal Management & Co-Selling
- Establish Scalable Frameworks: Outline and implement robust co-sell and/or referral frameworks with partner and Motive sales teams. Provide clear enablement guidance to ensure both sides know
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