Strategic Partner Manager

🕒 August 21

🇺🇸 United States – Remote

💵 $188k - $259k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 5%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Motive

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

📦 Logistics

🏗️ Construction

🍽️ Food & Beverage

Logistics • Construction • Food & Beverage

Motive is a company that provides an integrated operations platform designed to enhance the safety, productivity, and profitability of fleet management and operations. Utilizing cutting-edge AI technology, Motive offers solutions such as driver safety monitoring, fleet management, equipment monitoring, and spend management. These services provide unparalleled visibility into vehicles and equipment, automate workflows, reduce costs, and improve efficiency for industries like construction, oil & gas, public sector, food & beverage, and logistics. Motive is recognized as a leader in fleet management and empowers companies to maximize their operational potential with innovative solutions.

📋 Description

• Build, accelerate, and optimize Motive’s partner ecosystem • Identify, contract, and onboard high-value strategic partners • Expand market footprint and unlock indirect revenue streams • Develop joint go-to-market initiatives that drive pipeline generation and mutual market penetration • Serve as day-to-day point of contact for high-value strategic partnerships • Identify decision-makers and centers of influence within partner organizations • Cultivate relationships across partner leadership, product, and go-to-market teams • Provide partners with training materials, resources, and tools • Enable partner teams to position and refer Motive solutions • Educate the direct sales team on leveraging partners to close deals faster • Implement co-sell and referral frameworks with partner and Motive sales teams • Oversee end-to-end referral and deal-management processes • Partner with Legal, Marketing, Product, and Finance on joint offerings and new solutions • Lead quarterly business reviews with strategic partners • Establish internal and external reporting rhythms and mutual accountability • Monitor partner KPIs, deal registrations, and revenue attribution and report to leadership

🎯 Requirements

• 8–10 years of experience in Business Development, Strategic Partnerships, or Alliance Management • Track record of operating successfully at a senior level (Senior Manager equivalent) • Proactive hunter mentality and ability to shape requirements and identify opportunities • Ability to drive alignment across complex partner organizations and navigate to key decision-makers • Deep understanding of partner recruitment, co-sell frameworks, referral models, deal registration processes, and partner enablement programs • Proven expertise negotiating complex commercial terms, revenue-sharing models, and referral agreements with enterprise-level partners • Experience in SaaS, IoT, Hardware, or Mobility/Transportation; SaaS, IoT, Hardware, or Mobility/Transportation background highly preferred • Understanding of selling physical and digital solutions is a major differentiator • Ability to distill complex product and program language into actionable advice • Proficiency tracking deal registration and revenue attribution using CRM tools, including Salesforce • Experience leading Quarterly Business Reviews (QBRs) • Applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations • Employees must be authorized to receive access to Motive products and technology

🏖️ Benefits

• Health, pharmacy, optical and dental care benefits • Paid time off • Sick time off • Short-term and long-term disability coverage • Life insurance • 401(k) contribution • Restricted stock units may be included in total compensation for certain roles • In-person interviews or new-hire training sessions may be held at a global office • High visibility from Executive Leadership • Autonomy to define the strategy for the vertical