Partner Development Manager

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

📋 Description

• Identify, prospect, and assess potential reseller partner candidates across FMC, Telematics, and VAR sectors.

• Manage the complete sales process for new partner agreements, encompassing discovery, presentation, commercial negotiations, legal/redline coordination, and finalization.

• Evaluate and prioritize potential partners based on market fit, geographic alignment, program maturity, and pipeline potential.

• Cultivate relationships with executive sponsors at prospective partner organizations.

• Keep partner pipeline information updated in Salesforce or other partner tracking systems.

• Oversee signed reseller partners from the onboarding and enablement phase through renewal and expansion.

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

• Discover additional revenue opportunities within current partner accounts.

• Enhance partner performance in alignment with joint business plans.

• Assist with QBRs, collaborative marketing efforts, and co-selling strategies.

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

• Gain an understanding of partner business models, competitive landscapes, and channel economics to customize Fleetio’s value proposition.

• Convey partner feedback, obstacles, and market insights internally to Product, Marketing, and Partnerships leadership.

⛳️ Requirements

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

• Proven track record in new business development and account expansion.

• Strong sales and commercial acumen, encompassing pipeline management, ARR, attach rates, and growth strategies.

• Demonstrated success in increasing revenue through third-party partners/resellers.

• Proficient in managing complex, multi-stakeholder transactions, including commercial negotiations and legal/contracting processes.

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

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

• Exceptional written and verbal communication skills; comfortable presenting performance metrics and strategic plans.

• Experience with CRM/partner tracking systems (Salesforce or equivalent).

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

• A proactive approach 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