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.
Visit gomotive.com to learn more.
About the Role:
Motive is seeking a talented and driven Senior Manager of Strategic Partnerships to develop and scale high-impact relationships with leading insurance carriers, captives and brokers. Our telematics and dashcam technology helps customers improve the safety of their operations, creating mutual benefits for our customers and insurance providers. Structured partnerships help customers control insurance premiums, enhance safety programs and improve operations, while enabling carriers and brokers to grow their businesses profitably.
As a Senior Manager of Strategic Partnerships, you will define and execute the strategic vision for the team while leading, coaching, and developing a group of Strategic Partnership Managers. This role will focus on building high-performing teams to drive partner enablement, growth, and retention strategies in Motive’s Insurance Channel. You will work with insurance organizations to create and market scalable programs that benefit both end customers and insurers. Additionally, you will champion cross-functional collaboration to enhance the product roadmap for partners, launch data-driven initiatives to improve operational efficiencies and deliver best-in-class partner experiences. This is an exciting opportunity to manage a dynamic team and significantly scale Motive’s marketplace offerings for insurance-related partnerships.
What You'll Do:
- Define and drive the strategic vision for partnerships, overseeing a team of Strategic Partnership Managers responsible for onboarding, growth and retention of insurance partners.
- Lead and manage the team to achieve revenue influence goals while ensuring partner retention.
- Provide mentorship and leadership to your team, supporting their professional growth and empowering them to deliver results.
- Develop joint programs with insurance partners and guide partners through onboarding, piloting, and launching scalable programs for referral and subsidy offerings.
- Collaborate with Motive marketing colleagues to develop and manage co-marketing campaigns with partners.
- Launch and manage partnership analytics and real-time reporting tools, ensuring partners have actionable insights to drive growth and retention.
- Create and manage sales training materials for risk managers, brokers and key stakeholders within Motive’s partner ecosystem.
- Lead cross-functional projects and problem-solve by aligning stakeholders across sales, finance, marketing and customer success to support your partners’ success.
- Enable, engage and train Motive sales teams to leverage insurance partners throughout the sales cycle, driving partner-sourced and partner-influenced business.
- Develop and manage metrics and KPIs to track partnership success, including regular reporting and business reviews.
- Champion, role mode, and embed Motive’s cultural principles.
What We're Looking For:
- 6+ years of experience in strategic partnerships, business development, or channel management, including documented success in driving revenue and partner growth.
- 2+ years of experience managing and developing teams, with a demonstrated ability to coach employees, delegate effectively and drive team success.
- Strong project management and organizational skills, with experience in managing cross-functional initiatives such as revenue attribution models and partner reporting ecosystems.
- Proven track record of launching partnership analytics and reporting tools to improve decision-making and outcomes.
- Excellent cross-functional collaboration and communication skills.
- Experience in the insurance industry and familiarity with telematics, IoT, or related technologies are major pluses.
- Experience in building and running channel marketing campaigns and sales training.
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.
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