[Hiring] Strategic Partner Manager @Motive

Role Description

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
• 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.

Qualifications

• 8-10 years of experience in Business Development, Strategic Partnerships, or Alliance Management, with a track record of operating successfully at a senior level (Senior Manager equivalent).
• Proactive with a "hunter mentality" - shaping requirements and driving alignment across complex partner organizations.
• Deep understanding of partner recruitment, co-sell frameworks, referral models, deal registration processes, and partner enablement programs.
• Experience in SaaS, IoT, Hardware, or the Mobility/Transportation industry is highly preferred.
• Ability to distill complex product and program language into simple, actionable advice for sales reps, partners, and executives.
• Proficiency in tracking deal registration, revenue attribution using CRM tools (Salesforce), alongside leading Quarterly Business Reviews (QBRs).

Requirements

• Identify, contract, and onboard high-value strategic partners to expand market footprint.
• Collaborate with partners to develop joint go-to-market initiatives.
• Act as the dedicated point of contact for high-value strategic partnerships.
• Identify key decision-makers within partner organizations.
• Provide partners with comprehensive training materials and resources.
• Ensure partner teams are fully enabled to position and refer Motive solutions.
• Outline and implement robust co-sell and referral frameworks.
• Oversee end-to-end processes for seamless partner handoffs.
• Lead quarterly business reviews with strategic partners.
• Monitor ongoing partner performance and track KPIs.

Benefits

• Building a revenue pillar from the ground up with high visibility from Executive Leadership.
• Opportunity to be part of a massive digital transformation in physical operations and commercial fleets.
• Autonomy to define the strategy for this vertical.
• Compensation based on education, work experience, and certifications.
• Benefits including health, pharmacy, optical and dental care, paid time off, and 401k contribution.