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Strategic Partnership Manager



Sales & Business Development
United States · Remote
Posted on Thursday, May 2, 2024

Who we are:

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.

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About the Role:

Motive is enhancing its strategic initiatives within the insurance sector and is actively seeking a Strategic Partnerships Manager who will spearhead our efforts in the captive insurance and brokerage domains. This role is integral in deepening relationships with captive management firms and major brokers servicing the transportation vertical. Our aim is to solidify Motive’s presence as a leading provider of telematics and safety solutions in these specialized insurance markets. There will be ~25% domestic travel requirement for this role.

What You'll Do:

  • Strategic Partnership Development: Work collaboratively with Sales, Product, Finance, Systems, and Operations teams to develop and nurture strategic partnerships with captive management companies and major brokers.
  • Broker & Captive Network Expansion: Conduct comprehensive market analysis to identify and engage with brokers and captives that can accelerate Motive’s penetration in the transportation insurance market. Implement strategies that enhance Motive’s value proposition to these brokers and captives.
  • Partnership and Integration Execution: Identify gaps in current product offerings and create tailored solutions that meet the unique needs of captives and brokers in the transportation sector. Manage the integration process from the initial concept to successful launch.
  • Cross-Functional Collaboration: Act as the central link among Motive teams, captive management firms, major brokers, and external integrators to ensure seamless operations and exceptional service delivery to all parties involved.

What We're Looking For:

  • 5+ years of relevant experience in strategic partnership management, business development or a high-growth SaaS company
  • Experience working with the insurance, captive management or transportation sectors is highly desirable
  • Strong executive presence and comfortability communicating with the C-suite
  • Advanced communication, presentation, and organization skills
  • Exceptional spreadsheet / data management skills
  • Experience working on cross-functional projects with various stakeholders and a demonstrated expertise in managing such projects
  • Able to thrive in ambiguous, fast paced environments under tight and unpredictable timelines
  • Strong, demonstrated leadership capabilities
  • Bachelor's degree required
Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting
Motive Perks & Benefits
The base compensation range for this role is:
$130,000$160,000 USD

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.