Strategic Partner Manager

Gomotive
United States
Workplace: RemoteFull timeUSD 217,000 - 298,000 annuallyFunction: Business Development & PartnershipsExperience: 8-10 yearsSkills: ["Proactive","Relationship management","Negotiation","Communication","Analytical rigor"]

Build and optimize Motive’s strategic partner ecosystem to unlock indirect revenue. Own end-to-end partner development—identifying, contracting, onboarding, and managing high-value partners—while creating co-sell and referral frameworks. Drive partner enablement and act as an internal SME for direct sales, supported by cross-functional alignment with Legal, Marketing, Product, and Finance. Lead QBRs and track KPIs, deal registrations, and revenue attribution to ensure measurable program ROI.

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FursaFursa
Gomotive
Gomotive
3 days ago

Strategic Partner Manager

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Last checked: 16 hours agoStatus: Live

Job Summary

Build and optimize Motive’s strategic partner ecosystem to unlock indirect revenue. Own end-to-end partner development—identifying, contracting, onboarding, and managing high-value partners—while creating co-sell and referral frameworks. Drive partner enablement and act as an internal SME for direct sales, supported by cross-functional alignment with Legal, Marketing, Product, and Finance. Lead QBRs and track KPIs, deal registrations, and revenue attribution to ensure measurable program ROI.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Sr. Manager level

Key Responsibilities

  • •Identify, contract, and onboard high-value strategic partners to expand market footprint and unlock indirect revenue streams.
  • •Collaborate with partners to develop joint go-to-market initiatives that generate pipeline and mutual market penetration.
  • •Serve as the day-to-day point of contact for key strategic partnerships, ensuring seamless communication, alignment, and partner experience.
  • •Create scalable co-sell and referral frameworks, and oversee end-to-end processes for partner handoffs to minimize friction for direct sales.
  • •Lead quarterly business reviews (QBRs), establish reporting operating rhythm, and monitor KPIs (deal registrations and revenue attribution) to measure and improve partner program performance.

Pay and Benefits

Salary: USD 217,000 - 298,000 annually
Equity and Bonus:Equity
Perks:Health InsurancePharmacyOpticalDentalPaid LeaveLong-term DisabilityLife Insurance401k

Key Requirements

  • •8-10 years of experience in business development, strategic partnerships, or alliance management at a senior level (Senior Manager equivalent).
  • •Track record of operating as a proactive “hunter,” shaping requirements and driving alignment across complex partner organizations to key decision-makers.
  • •Deep understanding of partner recruitment, co-sell frameworks, referral models, deal registration processes, and partner enablement programs.
  • •Proven expertise negotiating complex commercial terms, revenue-sharing models, and referral agreements with enterprise-level partners.
  • •Experience tracking deal registrations and revenue attribution using CRM tools (Salesforce), and leading quarterly business reviews (QBRs).
Experience:8-10 yearsSaaSIoTHardwareMobilityTransportationMobility/Transportation
Skills:ProactiveRelationship managementNegotiationCommunicationAnalytical rigor
Tech Stack:SalesforceCRM

Company Brief

Gomotive
Provides a cloud-based fleet safety and compliance platform with digital driver logs, vehicle inspection checklists, workflows, and reporting tools to help transportation and delivery fleets improve safety and meet regulatory requirements.
Industry: Supply Chain Technology
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