Director, Strategic Partnerships (ISV Ecosystem)

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: 

The Director, Strategic Partnerships will play a pivotal role in defining and executing the strategy for Strategic ISV Partners and the broader partner ecosystem, which includes over 200 application partners on our Motive Marketplace. This role involves both shaping and promoting our overall partner strategy, as well as leveraging your leadership and management expertise to transition into guiding a team of direct reports. You will also lead high-level conversations with C-suite executives—both internally at Motive and externally with partners—to champion and evangelize Motive’s mission and vision.

What You’ll Do: 

• Develop and Own Partnerships: Develop the partner lifecycle framework for the Motive application partner ecosystem (ISVs) other strategic partners.
• Recruit and Manage Key Partners: Identify and nurture a targeted list of partners to accelerate Motive’s business objectives.
• Design Go-To-Market Strategies: Create and implement tailored strategies for high-value partners.
• Strategic Planning: Act as a general manager by optimizing the value of partnerships, forming a clear point of view on the value Motive provides to its ecosystem.
• Collaborate with Product Teams: Align on Build/Buy/Partner decisions to maintain an integrated approach.
• Empower Sales Teams: Partner with sales enablement to ensure all sales teams are trained on current integrations, equipped to handle gaps, and informed on future integration priorities.
• Measure Impact: Develop and execute a reporting strategy to quantify the contributions of ISV, SI, and Reseller partners.
• Build Relationships: Work closely with partners, internal teams, and cross-functional stakeholders to align goals and drive outcomes.
• Communicate Effectively: Demonstrate exceptional verbal and written communication skills to influence, negotiate, resolve conflicts, and advise across all organizational levels.

What We’re Looking For: 

• Experience: 4-5+ years of extensive work with ISVs/SaaS software partners through the full partner lifecycle (identify, recruit, engage, launch, manage).
• Industry Knowledge: Must have expertise in fleet management or vertical markets relevant to Motive.
• Previous management of direct reports preferred.
• Diverse Partnership Management: Experience managing different types of partners.
• Technical Acumen: Strong conceptual understanding of APIs and data exchange between applications.
• Tech Proficiency: Skilled in GSuite tools (Docs, Sheets, Drive).
• Cross-Functional Collaboration: Proven experience leading internal teams across Product, Sales, Marketing, Legal, and Finance.
• Go-To-Market Expertise: Ability to assess partner needs, craft joint go-to-market strategies, and execute partnership playbooks.
• Analytical Mindset: Competent in using analytical tools (e.g., Tableau) to support data-driven decisions.