Strategic Partner Manager

Overview

Build and optimize Motive's partner ecosystem, unlocking indirect revenue streams through strategic partner development, co-selling frameworks, referral management and partner enablement.

What you'll do

• Identify, contract, and onboard high-value strategic partners to expand market footprint and unlock new indirect revenue streams.
• Collaborate with new and existing partners to develop joint go-to-market initiatives that drive pipeline generation and mutual market penetration.
• Act as the dedicated, day-to-day point of contact for Motive's most high-value strategic partnerships.
• Identify key decision-makers and centers of influence within each partner organization and cultivate deep internal relationships across their leadership, product, and GTM teams.
• Provide each partner with comprehensive, up-to-date training materials, resources, and tools.
• Ensure partner teams are fully enabled to confidently position and refer Motive solutions to their customer base.
• Serve as the primary subject matter expert for the direct sales team on leveraging partners to close deals faster and without friction.
• Outline and implement robust co-sell and/or referral frameworks with partner and Motive sales teams.
• Oversee end-to-end deal management processes, ensuring seamless partner handoffs and minimizing friction for direct sales teams.
• Partner with Legal, Marketing, Product, and Finance to scale existing joint offerings and launch new collaborative solutions.
• Lead quarterly business reviews (QBRs) with strategic partners to measure program ROI, track service satisfaction metrics, and identify areas for improvement.
• Establish a strict operating rhythm for internal and external reporting, driving mutual accountability and seamless service delivery for shared customers.
• Monitor partner performance, tracking KPIs, deal registrations, and revenue attribution to report back to leadership.

What you'll need

• 8-10 years of experience in Business Development, Strategic Partnerships, or Alliance Management, operating successfully at a senior level (Senior Manager equivalent).
• Deep understanding of partner recruitment, co-sell frameworks, referral models, deal registration processes, and partner enablement programs.
• Proven expertise in negotiating complex commercial terms, revenue-sharing models, and referral agreements with enterprise-level partners.
• Ability to distill complex product and program language into simple, actionable advice for sales reps, partners, and executives.
• Proficiency in tracking deal registration and revenue attribution using CRM tools (Salesforce), and in leading Quarterly Business Reviews (QBRs).
• Comfortable driving alignment across complex partner organizations and navigating to key decision-makers.

Nice to have

• Experience in SaaS, IoT, Hardware, or the Mobility/Transportation industry.
• Understanding of how to sell physical + digital solutions.

Details

• Location: United States, remote.
• Compensation: on-target earnings (base pay + commissions) of $188,000 to $259,000 USD for United States.
• Benefits include health, pharmacy, optical and dental care, paid and sick time off, short and long term disability, life insurance, and 401k contribution, subject to eligibility.
• Some role-specific details may apply, such as a non-compete covenant requirement depending on role and primary work location.
• Applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.
• Some interviews or new-hire training sessions may be held in person at one of Motive's global offices.