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Summary:
- Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable.
- For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system.
- Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
- Motive serves more than 120,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
- The Strategic Partnerships Lead will play a pivotal role in defining and executing the strategy for Strategic ISV Partners and the broader partner ecosystem, which includes over 200 application partners on our Motive Marketplace.
- This role involves both shaping and promoting our overall partner strategy, as well as leveraging your leadership and management expertise to transition into guiding a team of direct reports.
- You will also lead high-level conversations with C-suite executives—both internally at Motive and externally with partners—to champion and evangelize Motive’s mission and vision.
Responsibilities:
- Develop and Own Partnerships: Develop the partner lifecycle framework for the Motive application partner ecosystem (ISVs) other strategic partners.
- Recruit and Manage Key Partners: Identify and nurture a targeted list of partners to accelerate Motive’s business objectives.
- Design Go-To-Market Strategies: Create and implement tailored strategies for high-value partners.
- Strategic Planning: Act as a general manager by optimizing the value of partnerships, forming a clear point of view on the value Motive provides to its ecosystem.
- Collaborate with Product Teams: Align on Build/Buy/Partner decisions to maintain an integrated approach.
- Empower Sales Teams: Partner with sales enablement to ensure all sales teams are trained on current integrations, equipped to handle gaps, and informed on future integration priorities.
- Measure Impact: Develop and execute a reporting strategy to quantify the contributions of ISV, SI, and Reseller partners.
- Build Relationships: Work closely with partners, internal teams, and cross-functional stakeholders to align goals and drive outcomes.
- Communicate Effectively: Demonstrate exceptional verbal and written communication skills to influence, negotiate, resolve conflicts, and advise across all organizational levels.
Requirements:
- Experience: 4-5+ years of extensive work with ISVs/SaaS software partners through the full partner lifecycle (identify, recruit, engage, launch, manage).
- Diverse Partnership Management: Experience managing different types of partners.
- Technical Acumen: Strong conceptual understanding of APIs and data exchange between applications.
- Tech Proficiency: Skilled in GSuite tools (Docs, Sheets, Drive).
- Cross-Functional Collaboration: Proven experience leading internal teams across Product, Sales, Marketing, Legal, and Finance.
- Go-To-Market Expertise: Ability to assess partner needs, craft joint go-to-market strategies, and execute partnership playbooks.
- Analytical Mindset: Competent in using analytical tools (e.g., Tableau) to support data-driven decisions.
- Industry Knowledge: Bonus points for expertise in fleet management or vertical markets relevant to Motive.
Benefits:
- Health, pharmacy, optical and dental care benefits.
- Paid time off.
- Sick time off.
- Short term and long term disability coverage.
- Life insurance.
- 401k contribution.
- All benefits are subject to eligibility requirements.
