About the Role:The Director, Strategic Partnerships will play a key role in setting and executing strategy for a key set of strategic partners at Motive. They will be responsible for identifying and recruiting high-value partnerships with Independent Software Vendors, Systems Integrators, and Resellers strongly correlated with driving our Enterprise segment growth. This role will require a strong understanding of building and launching new partner programs beginning with internal cross-functional alignment, partner recruitment, internal enablement, and ongoing partner success. It will also require leadership and management expertise as it will grow into a role including direct reports.What You'll Do: Craft a business plan that outlines the ideal end state of partners, partner types, and partner programs needed for Motive to move across industries and into larger enterprise customers, along with the investments required to make it a realityFormulate and launch an ongoing cross-functional internal process to build a business case to evaluate, prioritize, and launch the most impactful partnerships across ISVs, SIs, and Resellers including inept from key cross-functional stakeholdersDesign, launch, and manage a highly-valuable partner program aimed at enticing 3rd Party ISVs to build to our APIsLaunch a self-service program designed to help interested integration partners build and list their integrations on our marketplace in a cost efficient mannerWork closely with Product to ensure we maintain an integrated approach on the Build/Buy/Partner decisionsCreate and launch an internal enablement program designed to ensure 100% of Motive's GTM teams understand what integrations are currently available, what to do when one isn't available, and continually gather data to inform future decisions on which integrations should be prioritizedDrive the creation and execution of a reporting strategy designed to measure the impact of ISV, SI, and Reseller partnersDevelop and maintain project plans, timelines, and budgets for partnerships initiativesManage stakeholder relationships, including working closely with partners, cross-functional teams, and internal stakeholdersAnalyze and evaluate the success of partnerships initiatives and develop recommendations for improvementsIdentify and assess potential risks and challenges, and develop mitigation plansCollaborate with cross-functional teams to ensure seamless integration of partnerships initiatives with company-wide initiatives and goalsEnsure that all partnerships initiatives are executed in compliance with company policies and legal requirementsAbility to communicate effectively at all organizational levels and in situations requiring instructing, persuading, negotiating, conflict resolution, consulting, and advising, as well as flawless written communicationWhat We're Looking For: Have a minimum of 5-7 years working extensively with ISVsUnderstand and effectively prioritize the top integration needs for MotiveMeasure and track the impact of ISV, SI, and Reseller partners on Motives overall businessLaunch end-to-end process for the identification, recruitment, launch, and success of ISV, SI, and Reseller partners Design a long-term monetization strategy of the relevant partners this role has responsibility for managing
