Strategic Partnerships Associate

Who we are:  Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. Motive combines IoT hardware with AI-powered applications to connect and automate physical operations. Motive is one of the fastest-growing software companies in the world, serving more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Motive is built on four foundational attributes; Own It, Less but Better, Build Trust, and Unlock Potential. This has taken our company to great heights, including being recognized by Fortune for Best Workplaces, Forbes Best Startup Employers, and Comparably for our Best Global Culture, Sales Team, Leadership Team, Career Growth, and CEO for Diversity. We’re proud to receive an employee net promoter score of 63 (according to Comparably) which places Motive in the top 5% of companies with 4,000 employees or more.  Today, our team is made up of more than 3,000 employees, located across the world, providing support to a wide range of customers. While most of our employees are remote, many have the opportunity to work on-site at any of our 8 global office locations. Visit our careers website to learn more about opportunities at Motive.  Who We Are:  Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Motive is proud to be a Forbes Cloud 100 company and a 2020 Career-Launching Company by Wealthfront. About the Role:  The Strategic Partnerships Associate role will focus on supporting the strategic partnerships team for 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. In this role, the candidate will/should:

• Support Motive's strategy for engaging and managing Technology Alliances
• Ensure healthy and engaging 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 process, accelerate product roadmaps, or follow-up with partners on updates
• 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
• Help drive and develop reports on metrics for internal and external stakeholders
• Champion, role model, and embed Motive's cultural principles as we scale globally and across new offices

• 2+ years in Technology Alliances / Strategic Partnerships or Project Management roles
• Experience working in a B2B / Enterprise SaaS business at scale
• Technical acumen to grasp technical concepts and successfully engage with product & engineering leadership
• Exceptional business development / sales acumen
• Experience navigating and managing enterprise contracts between Motive and external partners
• Experience managing complex projects across internal and external teams

• 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