Partner Development Manager

14 hours, 5 minutes ago
Full-time
Lead
Sales and Business Development
Fleetio

Fleetio

Fleetio is a web-based fleet maintenance management software that helps businesses of all sizes efficiently manage their vehicles and equipment. With features like tailored maintenance schedules and cost-saving insights, Fleetio simplifies fleet operat...

Road & Rail
51-250
Founded 2011
$170M raised

Description

  • Identify, prospect, qualify, and sign new reseller partners across FMC, telematics, and VAR segments.
  • Manage the full partner sales cycle, including discovery, pitching, commercial negotiation, and legal coordination.
  • Own a portfolio of signed partners from onboarding and enablement through renewal and expansion.
  • Establish and track partner growth targets for assets under management, ARR, and pipeline.
  • Identify new revenue opportunities across partner segments, use cases, regions, and product offerings.
  • Drive joint business plans, QBRs, co-selling motions, and partner marketing initiatives.
  • Collaborate with Sales to track, support, and close partner-sourced and partner-influenced opportunities.
  • Represent partner feedback, blockers, and market intelligence to Product, Marketing, and Partnerships leadership.
  • Maintain accurate pipeline and account records in Salesforce or partner tracking tools.

Requirements

  • 10+ years of experience in partnerships, channel sales, or strategic account management.
  • Experience in B2B SaaS, fleet management, telematics, or a related industry preferred.
  • Demonstrated success both signing new partner agreements and growing revenue within existing partner accounts.
  • Strong commercial and sales orientation, with experience managing pipeline, ARR, attach rates, and growth levers.
  • Proven ability to generate revenue through third-party partners or resellers.
  • Experience managing complex, multi-stakeholder negotiations and contracting processes.
  • Strong executive presence and relationship-building skills with senior partner stakeholders.
  • Highly organized and self-directed, with the ability to manage partners across multiple lifecycle stages.
  • Excellent written, verbal, presentation, and cross-functional communication skills.
  • Experience with Salesforce or similar CRM and partner management tools; familiarity with the FMC/VAR reseller landscape preferred.

Benefits

  • Multiple health and dental coverage options, including 100% employee and 50% family coverage.
  • Vision insurance, FSA, HSA, short-term, and long-term disability coverage.
  • Incentive stock options and a 4% 401(k) match.
  • Four weeks of PTO, increasing after year two, plus 12 company holidays and 2 floating holidays.
  • Paid parental leave: 16 weeks for birthing parents and 4 weeks for non-birthing parents.
  • Professional development funds, community service funds, and a $150 quarterly wellbeing fund.
  • $125 quarterly business expense stipend and Mac laptop with new-hire equipment stipend.
  • Remote-friendly work environment.

Interested in this position?

Apply directly on the company website

Apply Now

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