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 and remains the trusted leader in employee driving programs.

At Motus, we’re dedicated to making WorkLife better for everyone, anywhere. Our team is the heart of our culture, and we live by our WorkLife Pillars every day – WorkHappy, WorkHealthy, WorkSmart, WorkAnywhere, and WorkTogether.

Position Description

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 company’s 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 amazing interpersonal skills, good product acumen, deep relationships with SAP Concur sales teams and a solid success track record in Customer Success, 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.

Position Duties

Enablement
Work with field leaders to identify & lead enablement opportunities to coach partner account executives on how to qualify opportunities for Motus solutions.
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 RevOps to automate channel reporting
Pull reports and analyze data from various systems

Desired Skills & Experience

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)