Partner Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and enhance a portfolio of strategic reseller partnerships with Fleet Management Companies, telematics providers, and VARs.

• Identify, prospect, and evaluate potential new reseller partners while managing an outbound sales pipeline.

• Take ownership of the complete sales cycle for new partner agreements, encompassing discovery, pitching, commercial negotiations, legal/redline coordination, and finalizing contracts.

• Assess and rank prospective partners based on market fit, geographic relevance, program maturity, and potential pipeline.

• Cultivate relationships with executive sponsors at potential partner organizations.

• Ensure accurate maintenance of partner pipeline data in Salesforce and other partner tracking tools.

• Manage signed reseller partners from onboarding and enablement through to renewal and expansion.

• Set and monitor growth objectives for assets under management, ARR, and pipeline.

• Identify additional revenue opportunities within existing partner accounts.

• Propel partner performance in line with joint business plans.

• Assist in QBRs, joint marketing initiatives, and co-selling efforts.

• Collaborate with internal Sales teams to track, support, and close partner-sourced and partner-influenced opportunities.

• Comprehend partner business models, competitive landscapes, and channel economics to customize Fleetio's value proposition.

• Communicate partner feedback, challenges, and market insights internally to Product, Marketing, and Partnerships leadership.

⛳️ Requirements

• Over 10 years of experience in partnerships, channel sales, or strategic account management — preferably in B2B SaaS, fleet, telematics, or a related field.

• Proven success in both new business development and account expansion.

• Strong commercial acumen, including knowledge of pipeline management, ARR, attach rates, and growth strategies.

• Established track record of increasing revenue through third-party partners/resellers.

• Experience managing complex deals involving multiple stakeholders, including commercial negotiations and legal/contracting processes.

• Strong executive presence and experience engaging with senior partner stakeholders and sponsors.

• Highly organized and self-motivated; capable of managing a diverse portfolio of partners concurrently.

• Exceptional written and verbal communication skills; comfortable delivering presentations on performance and strategic plans.

• Familiarity with CRM/partner tracking systems, such as Salesforce or similar tools.

• Knowledge of the fleet management, telematics, or FMC/VAR reseller landscape is a significant advantage.

• Proactive attitude with a strong sense of ownership.

🏝️ Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family)

• Vision insurance

• Incentive stock options

• 401(k) match of 4%

• PTO - 4 weeks (increases at year two!)

• 12 company holidays + 2 floating holidays

• Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)

• FSA & HSA options

• Short and long term disability (short term 100% paid)

• Community service funds

• Professional development funds

• Wellbeing fund - $150 quarterly

• Business expense stipend - $125 quarterly

• Mac laptop + new hire equipment stipend

• Fully stocked kitchen with a variety of drinks & snacks (BHM only)

• Remote working friendly since 2012