Opportunity at
MotiveStrategic Partner Manager
Motive is growing its partner network to open up indirect revenue. This full-time, on-site role in the United States is a senior partnership position reporting into…
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About This Role
Motive is growing its partner network to open up indirect revenue. This full-time, on-site role in the United States is a senior partnership position reporting into the GTM Partnerships group. The manager finds, signs and launches strategic partners, builds co-selling and referral structures, oversees referral handling and drives partner enablement. This position works where Sales, Legal, Marketing and Enablement meet, converting the company's value proposition into partner-led channels. Day to…
Job Description
Motive is growing its partner network to open up indirect revenue. This full-time, on-site role in the United States is a senior partnership position reporting into the GTM Partnerships group. The manager finds, signs and launches strategic partners, builds co-selling and referral structures, oversees referral handling and drives partner enablement. This position works where Sales, Legal, Marketing and Enablement meet, converting the company's value proposition into partner-led channels.
Day to day, the manager is the main contact for the most significant partners, maps decision-makers and influencers inside each partner firm, and equips partner teams with current training and tools. The role also acts as the internal expert telling direct sellers when partners can speed up deals, sets clear engagement rules for joint pursuits, runs quarterly business reviews, monitors partner scorecards, deal registrations and revenue credit, and lines up joint offers with the legal, marketing, product and finance functions.
Applicants should have eight to ten years in business development, strategic alliances or partner management, performing at senior manager level. The listing wants someone who negotiates revenue-share and referral deals with large enterprises, understands deal registration and enablement programmes, and works fluently in Salesforce for tracking. SaaS, IoT, hardware or mobility experience is strongly preferred. The on-target earnings range for US candidates, including base pay and commissions, is $188,000 to $259,000 USD.
Responsibilities
- Find, contract and bring aboard high-value strategic partners that open new indirect revenue
- Design joint go-to-market plans that create pipeline with new and established partners
- Be the everyday contact for Motive's most important strategic alliances
- Map decision-makers and key influencers within partner organisations
- Supply partners with current training, materials and tools, and act as the internal authority for sales
- Set up scalable co-sell and referral processes and manage deal handoffs
- Run quarterly business reviews and track scorecards, deal registrations and revenue credit
- Coordinate joint offers across the legal, marketing, product and finance functions
Requirements
- Eight to ten years in partnerships, alliances or business development at a senior level
- Proactive style that creates opportunities rather than waiting for leads
- Able to navigate large partner organisations to reach decision-makers
- Command of partner recruitment, co-sell and referral models, deal registration and enablement
- Skilled at negotiating complex commercial, revenue-share and referral terms with large partners
- Able to turn detailed product and programme material into straightforward guidance for reps and executives
- Experience tracking deals and revenue attribution in Salesforce and running QBRs
Qualifications
- Background in SaaS, IoT, hardware or mobility and transportation (highly preferred)
- Experience selling both physical and digital offerings (a major advantage)
Core Skills
Benefits
- Medical, pharmacy, vision and dental coverage
- Paid time off and sick leave
- Disability cover (short and long term)
- Life insurance
- 401(k) contribution, subject to eligibility
- Restricted stock units may be part of total pay for some roles
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is the role based?
The role is on-site in the United States and reports to the GTM Partnerships group.
What compensation does the posting state?
An on-target earnings range of $188,000 to $259,000 USD for US candidates, including base pay and commissions.
What experience is required?
Eight to ten years in partner-side business roles, at a senior level.
How do I apply?
The listing does not describe the application process.
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