Senior Manager, Strategic Partnerships

About the Role: 

The Sr. Manager, Strategic Partnerships role will focus on building strategic partnerships with vehicle & equipment OEMs, software providers, and other technology companies to efficiently expand Motive's product portfolio and routes to market. This is a dynamic and exciting role, balancing the opportunity to shape Motive’s long-term ecosystem strategy with near-term opportunities to drive new product development and revenue growth. This role is part of Motive's Partnership function under the Product Organization, which reports under the direction of Motive's CPO. This role will report to the Head of Strategic Partnerships, Integrations in the Partnership team.

What You’ll Do: 

• Support and lead Motive's strategy for engaging and managing Technology Alliances
• Build an Alliances market map, tracking interesting companies & investments, and translate into insights for our Product VPs & GMs
• Build relationships with industry-leading strategic partners, such as automotive OEMs, fleet and operations software providers, or adjacent product categories for Motive's ecosystem
• Partner with Motive's Product Management teams to identify opportunities for partners to accelerate product roadmaps
• Work closely with Motive's cross-functional teams such as sales, product, customer success, marketing, etc. to identify new opportunities for commercialization of Technology Partnerships
• Deeply understand Motive's products and positioning in the market
• Champion, role model, and embed Motive's cultural principles as we scale globally and across new offices
• Hire, develop and lead an inclusive, engaged, and high performing team

What We’re Looking For: 

• 5+ years in Technology Alliances / Strategic Partnerships roles
• Experience working in a B2B / Enterprise SaaS business at scale ($1Bn+ revenue)
• Technical acumen to grasp technical concepts and successfully engage with product & engineering leadership
• Exceptional business development / sales acumen
• A deep appreciation for customer feedback and insights, and using those insights to shape strategy
• Experience navigating and managing enterprise contracts between Motive and external partners
• Experience managing complex projects across internal and external teams
• An ideal candidate also has:
• Experience in products and solutions that span hardware and cloud software
• Passion for the automotive industry, connected equipment, or IoT technology.
• Comfortable understanding and leveraging API specifications
• Track record of defining and delivering integrations with 3rd party systems across different business verticals, with a focus on increasing customer value and expanding the number of ecosystem partners for a SaaS solution.
• Demonstrated a scrappy / pragmatic approach to building something with little positional authority over those who help build it
• Degree in a technical discipline (computer science, engineering, etc.) with academic achievements in Business and Marketing preferred but not required