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Motive is seeking a Senior Regional Partnership Manager to build and scale the partner ecosystem across Mexico. Reporting to the GTM Partnerships team and working closely with Mexico Sales leadership, you will be the primary driver of indirect revenue growth in this critical market.
This is a hands-on, strategic role focused on identifying, recruiting, and managing high-value commercial partnerships including Resellers, Distributors, Systems Integrators, and Telematics Service Providers. You will not simply maintain relationships—you will actively hunt for new opportunities, ensure partners are trained and motivated, and drive pipeline generation across the region.
Key responsibilities include:
• Building the ecosystem by identifying and onboarding strategic partners to expand Motive's reach throughout Mexico
• Driving revenue through active partner management, ensuring partners are trained, motivated, and selling effectively in the local market
• Analyzing the competitive landscape to identify high-opportunity verticals and regions for Fleet Safety and management solutions
• Leading strategy and execution for acquiring and maintaining critical partnerships aligned with local business practices
• Driving joint business planning with top-tier partners to penetrate key verticals
• Acting as the "Voice of the Partner" internally, guiding Product and Marketing teams on positioning, pricing, and value proposition localization
• Maintaining strict compliance with local regulations and ensuring partner agreements, price lists, and catalogs are localized and current
• Serving as the subject matter expert for the Mexico Direct Sales team on leveraging partners to close deals faster
• Collaborating cross-functionally with Legal, Marketing, Product, and Finance to ensure regional offerings are scalable and culturally relevant
• Monitoring partner performance and contract utilization, reporting KPIs and ROI to the Director of GTM Partnerships
Motive empowers people who run physical operations with tools to make their work safer, more productive, and more profitable. The platform integrates safety, operations, and finance management for drivers, vehicles, equipment, and fleet spend in a single system. Motive serves nearly 100,000 customers across transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Requirements:
• 5+ years of experience in Business Development, Partnerships, or Channel Sales with specific focus on the Mexico region and market
• Proactive "hunter mentality"—comfortable cold-calling potential partners and navigating complex organizations to identify decision-makers
• Must be based in Mexico City with ability to work a hybrid in-office schedule
• Fluent in Spanish with ability to conduct business negotiations seamlessly in both Spanish and English
• Deep understanding of the Mexican channel landscape, distribution models, and the role of resellers/integrators in B2B sales
• Experience in SaaS, IoT, Hardware, or Mobility/Transportation industry highly preferred; understanding of selling physical + digital solutions to commercial fleets is a major differentiator
• Strong communication skills to distill complex product and program language into actionable advice for sales reps, partners, and executives
• Proficiency with CRM tools (Salesforce) to track partner leads, deal registration, and revenue attribution
