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Motive is seeking a Strategic Partner Manager to build and optimize the company's partner ecosystem. Reporting to the GTM Partnerships team, you will drive indirect revenue streams and foster deep collaborative relationships with key strategic partners.
This is a hands-on builder role requiring a proactive, entrepreneurial mindset. You will own the full partner lifecycle: identifying and recruiting high-value strategic partners, designing co-sell frameworks, managing referral programs, and executing comprehensive enablement initiatives.
Key responsibilities include:
**Strategic Partner Development:** Identify, contract, and onboard strategic partners to expand market footprint and unlock indirect revenue. Develop joint go-to-market initiatives with partners to drive pipeline and mutual market penetration. Serve as the dedicated point of contact for Motive's highest-value partnerships, ensuring seamless communication and alignment. Map key decision-makers within partner organizations and cultivate relationships across their leadership, product, and GTM teams.
**Partner Enablement & Training:** Provide comprehensive training materials, resources, and tools to ensure partners can confidently position and refer Motive solutions. Act as the internal subject matter expert for the direct sales team on partner leverage and co-selling strategies.
**Referral & Deal Management:** Establish scalable co-sell and referral frameworks with clear engagement guidelines. Oversee end-to-end deal processes to minimize friction and ensure seamless handoffs. Coordinate across Legal, Marketing, Product, and Finance to scale joint offerings and identify new collaborative opportunities.
**Performance Management:** Lead quarterly business reviews with strategic partners to measure ROI and track satisfaction metrics. Establish operating rhythms for internal and external reporting. Monitor partner performance, track KPIs, deal registrations, and revenue attribution.
Motive empowers physical operations teams with safety, operations, and finance tools. The platform serves nearly 100,000 customers across transportation, logistics, construction, energy, field service, manufacturing, agriculture, food & beverage, retail, and public sector.
