Strategic Partner Manager

4 weeks ago
Full-time
Senior
Sales and Business Development
Motive

Motive

Motive (ex KeepTruckin) provides AI dashcams, ELD compliance, GPS tracking, and fleet management solutions to over 120,000 businesses in the physical economy, enhancing safety, productivity, and profitability.

Road & Rail
1K-5K
Founded 2011
$567M raised

Description

  • Identify, recruit, contract, and onboard high-value strategic partners.
  • Develop and execute joint go-to-market initiatives with new and existing partners.
  • Serve as the day-to-day point of contact for key strategic partnerships.
  • Map partner organizations to identify decision-makers and build internal relationships across leadership, product, and GTM teams.
  • Provide partners with training materials, resources, and tools to support referrals and positioning.
  • Act as the internal subject matter expert for the direct sales team on partner-led selling.
  • Build and implement co-sell and referral frameworks with partner and Motive sales teams.
  • Manage partner deal handoffs, deal registration, and cross-functional coordination to reduce friction.
  • Partner with Legal, Marketing, Product, and Finance to scale joint offerings and launch new solutions.
  • Lead quarterly business reviews and track partner performance, ROI, service satisfaction, KPIs, and revenue attribution.

Requirements

  • 8-10 years of experience in Business Development, Strategic Partnerships, or Alliance Management.
  • Senior-level operating experience equivalent to Senior Manager level.
  • Proactive, hunter-style approach to partner development and complex relationship management.
  • Deep understanding of partner recruitment, co-sell frameworks, referral models, deal registration, and partner enablement programs.
  • Experience negotiating complex commercial terms, revenue-sharing models, and referral agreements with enterprise partners.
  • Experience in SaaS, IoT, Hardware, or the Mobility/Transportation industry is highly preferred.
  • Ability to communicate complex product and program information in simple, actionable terms.
  • Proficiency with CRM tools such as Salesforce for tracking deal registration and revenue attribution.
  • Experience leading quarterly business reviews (QBRs).
  • Must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

Benefits

  • On-target earnings of $217,000-$298,000 USD in the Bay Area, California, or $188,000-$259,000 USD in other U.S. locations.
  • Potential for restricted stock units as part of total compensation.
  • Health, pharmacy, optical, and dental benefits.
  • Paid time off and sick time off.
  • Short-term and long-term disability coverage.
  • Life insurance.
  • 401(k) contribution.

Interested in this position?

Apply directly on the company website

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