Motive

Public Sector Partner Manager

Motive

full-time

Posted on:

Location Type: Remote

Location: United States

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Tech Stack

IoT

About the role

  • 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.
  • 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.
  • 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.

Requirements

  • 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.
Benefits
  • 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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
business developmentchannel salesgovernment procurementcontract vehiclespipeline generationRFP response coordinationcompliance with FAR/DFARperformance trackinganalytical skillsCRM proficiency
Soft Skills
proactivecommunicationcross-functional collaborationsubject matter expertiserelationship managementtraining and motivationanalytical rigorproblem-solvingnegotiationstrategic thinking