Channel Sales Executive

Motorq•San Francisco, CA

3d•Remote

About The Position

Motorq is the leading Connected Vehicle Intelligence platform, built in direct partnership with automotive manufacturers. We deliver AI-powered solutions for fleets, car rental companies, dealerships, and lenders. The Channel Sales Executive will expand our go-to-market reach through a strategic channel of reseller partners, specifically Telematics Service Providers (TSPs) and Dealer Software Providers (DSPs). This senior individual contributor role focuses on recruiting, enabling, and driving revenue through these partners by developing the channel playbook, negotiating agreements, designing incentives, and co-selling to create pipeline and close deals. The ideal candidate has a deep understanding of channel economics, reseller margins, incentive programs, and structuring attractive pricing for the channel.

Requirements

6+ years of channel sales or partner management experience in a B2B SaaS or technology company.
Demonstrated track record of driving revenue through resellers.
Deep familiarity with channel economics: reseller margin structures, incentive program design, co-selling models, and partner tiering.
Proven ability to recruit and activate new channel partners.
Strong negotiation skills and experience structuring partner agreements, pricing schedules, and commercial terms.
CRM discipline (Salesforce or equivalent) and comfort managing channel pipeline and partner performance data.

Nice To Haves

Experience working with TSPs, telematics providers, fleet software vendors, dealer software companies, or adjacent technology resellers.
Understanding of connected vehicle data, fleet telematics, or automotive software ecosystems.
Channel-native experience, having built or scaled a channel program.
Commercially sophisticated understanding of channel economics.
Relationship builder with strong trust-earning capabilities.
Strategically focused approach to channel coverage.
Hands-on and scrappy, comfortable with early-stage channel development.
Collaborative internally, working with direct sales to avoid conflict and align on territories.

Responsibilities

Identify, recruit, and onboard high-potential TSP and DSP channel partners.
Develop and manage joint business plans with key partners, setting revenue targets and pipeline milestones.
Design and evolve the channel pricing and incentive framework, including reseller margins and rebate structures.
Enable partners to sell and support Motorq effectively through training programs and sales tools.
Work closely with partner sales teams in the field, co-selling to end customers.
Track and report channel pipeline, revenue, and partner health metrics.
Build strong executive relationships within partner organizations.
Partner internally with Sales, Marketing, Product, and Customer Success to ensure smooth execution of channel deals.
Stay current on the competitive TSP and DSP landscape.