Channel Sales Executive

About Motorq

Motorq is the leading connected vehicle intelligence platform, processing over 5 million trip miles and 500 million data points per day. We aggregate data directly from automotive OEM APIs — no hardware required — and deliver it as structured insights and automated workflows to fleet operators, lenders, rental companies, and automotive partners. Headquartered in the SF Bay Area with offices in Chennai, Bengaluru, and Seattle, Motorq has raised a $40M+ Series B and is growing rapidly across new geographies and use cases.

We’re part of the Stanford Start

X community and deeply partnered with leading automotive OEMs including GM, Ford, Toyota, Stellantis, Volkswagen, Volvo, Tesla, Mercedes‑Benz, Audi, and Rivian.

Motorq has built deep direct relationships with enterprise customers — and we are now expanding our go‑to‑market reach through a strategic channel of reseller partners. Telematics Service Providers (TSPs) and Dealer Software Providers (DSPs) are already embedded in the day‑to‑day operations of fleets and dealerships across North America. Motorq’s Channel Sales Executive will turn those relationships into a powerful growth multiplier.

This is a senior individual contributor role focused on recruiting, enabling, and driving revenue through channel partners — not managing them administratively, but activating them commercially. You will develop the channel playbook, negotiate partner agreements, design incentive structures, and work hand‑in‑hand with partners to create joint pipeline, close deals, and build lasting commercial momentum. The ideal candidate understands channel economics deeply — how reseller margins work, how to build incentive programs that actually change partner behavior, and how to structure pricing that makes the channel attractive without undercutting the direct business.

• Identify, recruit, and onboard high‑potential TSP and DSP channel partners that have access to the fleet and dealership segments Motorq serves.
• Develop and manage joint business plans with key partners — setting revenue targets, pipeline milestones, and co‑selling motions that drive measurable results.
• Design and evolve the channel pricing and incentive framework — including reseller margins, tiered discounts, and performance‑based rebate structures — in partnership with Sales and Finance leadership.
• Enable partners to sell and support Motorq effectively — building training programs, sales tools, demo environments, and technical documentation tailored for channel use.
• Work closely with partner sales teams in the field, co‑selling to end customers and helping partners position Motorq against competing solutions.
• Track and report channel pipeline, revenue, and partner health metrics — using data to identify where to invest and where to course‑correct.
• Build strong executive relationships within partner organizations, ensuring Motorq is a strategic priority and not just another product in a crowded portfolio.
• Partner internally with Sales, Marketing, Product, and Customer Success to ensure channel deals are executed smoothly and customers receive a consistent Motorq experience.
• Stay current on the competitive TSP and DSP landscape — understanding how partners evaluate and prioritize connected vehicle data solutions.

• Channel‑native — you have built or scaled a channel program before and understand from experience what makes partners actually sell, not just sign agreements.
• Commercially sophisticated — you understand channel economics intuitively: margins, co‑op funds, SPIFs, tiered incentives, and how pricing decisions ripple through a reseller model.
• A relationship builder — you earn the trust of partner executives and sales teams, and you stay top of mind through consistent value delivery, not just check‑in calls.
• Strategically focused — you think about channel coverage as a deliberate go‑to‑market strategy, not a list of partner names, and you build plans that reflect that.
• Hands‑on and scrappy — you are comfortable doing the early‑stage work of building a channel from the ground up, without a large team or established infrastructure behind you.
• Collaborative internally…