Strategic Partnership Lead

About the Role: At Motive, we believe that carriers operate most effectively when their chosen vendors work together.  In this role, you will identify strategic partnership opportunities with fuel providers, negotiate solutions that drive value for all parties, and then work cross-functionally to bring these partnerships to life. You should have a keen understanding of how to align Motive and its customers with retail fuel networks, as well as a general familiarity with modern API or file-exchange technologies and how Motive can interface with these network partners.  The ideal candidate will have operating experience in an entrepreneurial, fast-moving environment, and will be an expert in driving strategic alignment among cross-functional stakeholders.  

What You’ll Do: 

• Build deep relationships with fuel providers across the U.S. including those with a regional and national footprint.
• Develop win-win relationships for fuel providers to drive Motive customers to spend more at the pump and on products that keep their fleet operating at peak efficiency.
• Create marketing programs that Motive can roll out to its users to influence their spend at our partner locations.
• Work with fuel partners to develop just-right geographic coverage for Motive customers.
• Thoughtfully consider telematics data compared with fuel data to recommend appropriate steps to optimize and forecast fuel distribution spend.
• Support Motive sellers in introducing the Motive spend management solution to its prospects. 
• Identify new strategic partners and negotiate business terms with them across a variety of initiatives to help accelerate Motive’s roadmap.
• Present your point of view to cross-functional stakeholders to influence the direction of our partnership program.
• Invest time in the infrastructure and processes needed to scale Motive’s fuel and fleet care partnership ecosystem.

What We’re Looking For: 

• 10+ years of experience in the industry 
• 5+ years of deep knowledge and experience working in the fuel management sector. 
• Comfortable speaking to and influencing the higher-level staff members at these partners.
• Proven understanding of channel operations and sales processes, systems, and tools.
• An organizational bridge builder; someone who knows how to quickly drive alignment and build momentum across the organization, as well as influence without authority.
• Tremendous work ethic; strong bias-to-action.
• Strong data orientation; demonstrated experience using data to determine where to invest energy and resources.
• Domain experience within the commercial fuel industry, as well as the broader transportation and logistics industry.