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 nearly 100,000 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:
We are looking for a relentless and strategic Public Sector Partner Manager to build and accelerate our public sector ecosystem. Reporting directly to the Director, GTM Partnerships and partnering with Public Sector Sales leadership, you will be the primary engine behind unlocking government revenue streams.
This is not a passive maintenance role. We need a builder who is hungry to hunt for new opportunities. You will be responsible for securing and managing critical contract vehicles (federal, state, and local) and recruiting the channel partners necessary to transact through them. You will sit at the intersection of Sales, Legal, and Strategy, translating complex government procurement processes into streamlined revenue channels for our sales team.
If you have a gritty, "get it done" mentality and deep experience navigating the intersection of SaaS/Hardware and Government procurement, this is your opportunity to help build a massive vertical at Motive.
Why join us & this team?
- Impact: You will be building a revenue pillar from the ground up with high visibility from Executive Leadership.
- Market Opportunity: The public sector modernization wave is massive, and our product is perfectly positioned to capture it.
- Culture: We value builders and owners. You will have the autonomy to define the strategy for this vertical.
What You'll Do:
Public Sector Channel Strategy & Development
- Build the Ecosystem: Identify, recruit, and onboard high-value Public Sector resellers, distributors (e.g., Carahsoft, immixGroup), and small business partners (SDVOSB, WOSB) to broaden our reach.
- Drive Revenue: Actively manage partner relationships to drive pipeline generation. You won't just sign partners; you will ensure they are trained, motivated, and selling.
- Market Mapping: Analyze the government landscape to identify which agencies and departments have the highest need for our Fleet Safety solutions.
Contract Vehicle Acquisition & Management
- Own the Vehicles: Lead the strategy and execution for acquiring and maintaining critical contract vehicles, including GSA Schedules, NASPO ValuePoint, Sourcewell, OMNIA Partners, and TIPS.
- RFP Leadership: Coordinate the partner-facing response to government RFPs and RFIs. You will partner with internal teams on how to position our products within the rigid requirements of public sector bids.
- Compliance & Operations: Maintain strict compliance with all government contracting regulations (FAR/DFAR) and ensure our price lists and product catalogs are up-to-date across all vehicles.
Internal Enablement & Collaboration
- Bridge the Gap: Serve as the internal subject matter expert (SME) for the Direct Sales team. Teach them how to use our partners and contract vehicles to close deals faster and without friction.
- Cross-Functional Alignment: Work closely with Legal, Marketing, Product, and Finance to ensure our government offerings are scalable and compliant.
- Performance Tracking: Monitor partner performance and contract utilization, reporting KPIs and ROI back to the Director of GTM Partnerships.
What We're Looking For:
- Experience: 5+ years of experience in Business Development, Partnerships, or Channel Sales, with a specific focus on the Public Sector (SLED and Fed).
- The Hunter Mentality: You are proactive. You don’t wait for an RFP to drop; you are shaping the requirement beforehand. You are comfortable cold-calling potential partners and navigating bureaucratic mazes to find the decision-maker.
- Contract Fluency: Deep understanding of government procurement cycles, contract vehicles (GSA, NASPO, Sourcewell, cooperative purchasing), and the role of distributors/resellers in B2G sales.
- Industry Background: Experience in SaaS, IoT, Hardware, or the Mobility/Transportation industry is highly preferred. Understanding how to sell physical + digital solutions to government fleets is a major differentiator.
- Communication: Ability to distill complex contracting language into simple, actionable advice for sales reps and executives.
- Analytical Rigor: Proficiency in using CRM tools (Salesforce) to track partner leads, deal registration and revenue attribution
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.
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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.
