Senior Manager, Channel Sales

United States or Ontario, Canada

Motus is the complete solution for managing employee driving, built for smarter personal vehicle use. With more than 90 years of proven expertise, Motus brings together reimbursement, risk mitigation, and advanced analytics into one platform that helps organizations maximize field team productivity,optimize vehicle spend, and reduce corporate risk exposure. Backed by unmatched benchmark data and time-tested best practices, Motus supports more than 700,000 drivers across 3,000+ companies andremainsthe trusted leader in employee driving programs.

At Motus, were dedicated to making Work Life better for everyone, anywhere. Our team is the heart of our culture, and we live by our Work Life Pillars every day Work Happy, Work Healthy, Work Smart, Work Anywhere, and Work Together.

The Sr. Manager, Channel Sales is part of a small team delivering outsized impact. Since 2023, the Channel function at Motus has delivered over 250% growth in Referred ARR and represents the company's largest funnel source of New Business ARR for the last two years.

This role is responsible for growing and developing channel partners to drive net new opportunities which result in revenue. They will work with Sales, Enablement, Marketing and other internal stakeholders to create and execute a channel strategy that drives incremental growth of the companys vehicle solutions via a strategic referral relationship with SAP Concur and some secondary partners.

The day-to-day functions center around collaborating with partners to research and identify target accounts, industries, and key decision-makers to build a pipeline of potential opportunities from the partner's existing customer base.

The ideal candidate will have good product acumen, deep relationships with SAP Concur sales teams and a solid success track record in SaaS sales, business development and/or channel relationships. They will be able to articulate the value proposition of our solutions to partner resources and effectively address objections and influence field teams to generate pipeline.

The targeted start date is January 4, 2027.

• Lead Routing, Tracking & Optimization
  • Quickly respond to & perform vital tracking and system updates for all leads received
  • Regularly review/audit leads to confirm next steps have been actioned and if not, follow up accordingly
  • Schedule and attend sync calls with partner & Motus sales teams, using every interaction to build champions.

• Relationship Management and Proactive 1-1 Rep & Leader Engagement
  • Using available tools and your personal assessments of interactions to identify reps with a high propensity to generate leads and proactively meet with them 1-1 to review their top targets and motivate engagement
  • Collaborate with sales leadership at partner companies to find opportunities for collaboration and enablement of their teams
• Resource Management
  • In collaboration with GTM Strategy & Enablement, work with leaders & reps to identify useful resources and keep Highspot up-to-date with the latest material
• Support monthly & quarterly updates for pipeline and channel health reporting
  • Collaborate with Rev Ops to automate channel reporting
  • Pull reports and analyze data from various systems

• 5+ years of industry software and SaaS sales, business development, customer success, pre-sales account management or channel sales experience
• Experience in the expense management industry is preferred
• Strong history of sales execution in a quota-carrying role
• Excellent relationship-building skills
• Public speaking and presentation skills
• Ability to influence internal and external partners without reporting authority
• Strong written and verbal communication skills
• Problem-solving, requirements analysis, and recommendations
• Ability to travel occasionally (5-7 times per year)

Where required by law, Motus provides a reasonable range of compensation for specific roles. The base pay for this role is $140,000. Actual compensation will depend on a number of factors, including the candidates relevant experience, technical skills, and other qualifications. This position may also be eligible for incentive compensation based on individual and/or company performance. This position is eligible for company benefits including medical, dental, and vision insurance with an employer contribution, flexible spending or health savings account, life and AD&D insurance, short-and long-term disability coverage, paid time off, employee…