Strategic Partner Manager
Build and scale Motive’s strategic partner ecosystem by recruiting partners, creating co-sell and referral programs, enabling sales teams, and managing joint revenue opportunities. The role requires 8–10 years of senior partnerships or business development experience, strong commercial negotiation skills, and Salesforce-based performance reporting.
About the job
Responsibilities
Strategic Partner Development
- Identify, contract, and onboard high-value strategic partners to expand market reach and generate indirect revenue.
- Develop joint go-to-market initiatives with partners to generate pipeline and increase market penetration.
- Manage day-to-day relationships with high-value strategic partners.
- Map partner decision-makers and cultivate relationships across leadership, product, and go-to-market teams.
Partner Enablement and Training
- Provide training materials, resources, and tools for partner success.
- Enable partner teams to position and refer Motive solutions.
- Educate direct sales teams on leveraging partners to accelerate deals.
Referral, Deal Management, and Co-Selling
- Establish and implement co-sell and referral frameworks.
- Oversee partner handoffs and end-to-end deal processes.
- Collaborate with Legal, Marketing, Product, and Finance on joint offerings and new opportunities.
Reporting and Performance Management
- Lead quarterly business reviews with strategic partners.
- Establish operating rhythms for internal and external reporting.
- Track KPIs, deal registrations, revenue attribution, and service satisfaction metrics.
Requirements
- 8–10 years of experience in business development, strategic partnerships, or alliance management.
- Senior Manager-equivalent experience operating at a senior level.
- Experience recruiting partners, developing co-sell frameworks, managing referrals and deal registrations, and delivering partner enablement programs.
- Experience negotiating commercial terms, revenue-sharing models, and referral agreements with enterprise partners.
- Experience in SaaS, IoT, hardware, or mobility/transportation; experience selling physical and digital solutions is preferred.
- Strong communication skills with the ability to simplify complex product and program concepts.
- Analytical rigor and experience tracking deal registration and revenue attribution using CRM tools.
- Experience leading quarterly business reviews.
Compensation and Benefits
- On-target earnings for other U.S. locations: $188,000–$259,000 USD.
- Bay Area, California on-target earnings: $217,000–$298,000 USD.
- Total compensation may include restricted stock units.
- Benefits may include health, pharmacy, optical and dental care, paid time off, sick time off, short- and long-term disability coverage, life insurance, and 401(k) contributions, subject to eligibility.
Skills
Business Development, Strategic Partnerships, Alliance Management, Partner Recruitment, Co-Selling, Referral Management, Deal Registration, Partner Enablement, Revenue Sharing, SaaS, Iot, Hardware, Salesforce, Quarterly Business Reviews
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