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Senior Partnership Development Manager



Sales & Business Development
Mexico City, Mexico
Posted on Tuesday, February 27, 2024

Who we are:

Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery.

Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.

Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive.

About the Role:

As a Senior Strategic Partnerships Manager, you will be tasked with growing a key set of strategic industry partnerships within Motive’s referral channel and act as the face of Motive for these partners. The candidate will be responsible for driving revenue, alignment, and operationalization of d creative joint solutions. A demonstrated ability to think strategically about partnerships, product, and technical challenges across a variety of verticals & customer segments is needed in this role. The ideal candidate will have the capacity to build and convey compelling value propositions to partners & customers playing a key role in Motive’s growth strategy through scaling our referral relationships. A proven track record of engaging leaders at the CXO level is required as well as experience managing large numbers of partnerships at once.

What You'll Do:

  • Contribute directly to Motive’s top line through growth of referral partnerships
  • Develop and manage key executive relationships with strategic referral partners
  • Build a clear, concise channel GTM strategy while developing centralized and ongoing partner/alliance management processes
  • Positively own the partner experience and drive operational excellence for ease of doing business
  • Partner with internal teams (like Marketing, Enablement, Operations, Product, etc.) to scale referral channel business
  • Implement marketing campaigns that generate demand & awareness, effectively leveraging referral partners as lead generation engines

About You:

  • 5+ years experience in partnerships, BD, growth operations, growth marketing, or partner marketing roles, including previous experience working with diverse partner types preferably in a high growth, technology, SaaS, startup, or transportation & logistics setting
  • 3+ years of experience working with reselling partners or channel sales preferred
  • Advanced communication, presentation, and organization skills
  • Proven track record of success in exceeding goals & expectations with a strong sense for data analysis and an ability to articulate
  • Ability to engage and influence C-level contacts
  • Experience working on cross-functional projects with various stakeholders and a demonstrated expertise in managing such projects
  • Bachelor's degree required

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.

Please review our Candidate Privacy Notice here.

The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.