Partner Development Manager

What You'll Do

What We're Looking For

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 tons of drinks & snacks (BHM only)
• Remote working friendly since 2012 #LI-Remote
• Fleetio provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment. We celebrate diversity and are committed to creating an inclusive environment for all. All employment is decided on the basis of qualifications, merit and business need.
• This application is not intended to and does not create a contract or offer of employment. Employment with Fleetio is at will.
• If you have a disability or a special need that requires an accommodation to fill out the online application, please let us know by calling (205) 718-7500.

Qualifications

• 10+ years of experience in partnerships, channel sales, or a strategic account management role — ideally in B2B SaaS, fleet, telematics, or a related vertical.
• Demonstrated success in both new business development (sourcing and closing new partner/channel agreements) and account growth (expanding revenue within an existing partner book) — this is not a role for a pure hunter or a pure farmer.
• A strong sales and commercial orientation: you think in terms of pipeline, ARR, attach rate, and growth levers, whether the partner is brand-new or five years in.
• Proven track record of growing revenue through third-party partners/resellers, with concrete examples from both new-logo signing and existing-account expansion.
• Comfort managing complex, multi-stakeholder deals — including commercial negotiation and coordinating through legal/contracting cycles.
• Strong executive presence; experience building and maintaining relationships with senior partner stakeholders and sponsors, pre- and post-signature.
• Highly organized and self-directed — able to manage a diverse portfolio of partners at very different stages (prospecting, qualification, contracting, ramping, mature) simultaneously.
• Excellent written and verbal communication skills; comfortable presenting performance and plans to both partners and internal leadership.
• Experience with CRM/partner tracking tools (Salesforce or similar) for pipeline and account management.
• Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus.
• Bias toward action and ownership — you don't wait to be told where the next dollar of growth is, whether that's a brand-new partner or an existing one; you go find it.

Responsibilities

• Identify, prospect, and qualify new reseller partner candidates across FMC, Telematics, and VAR segments, building and managing your own outbound pipeline.
• Own the full sales cycle for new partner agreements — discovery, pitch, commercial negotiation, legal/redline coordination — through signature.
• Score and prioritize prospective partners against Fleetio's qualification criteria (market fit, geographic fit, program maturity, pipeline potential) to focus effort on the highest-value opportunities.
• Build relationships with executive sponsors at prospective partner organizations to secure buy-in and accelerate path-to-close.
• Maintain an accurate, up-to-date view of the partner pipeline (stage, blockers, next actions, target ETA) in Salesforce/partner tracking tools.
• Own a book of signed reseller partners end-to-end — from onboarding and enablement through renewal and expansion.
• Build and maintain a shared definition of "growth" with each partner: agreed targets for assets under management, ARR, and pipeline, tracked consistently and revisited regularly.
• Proactively identify incremental revenue opportunities within existing partner accounts — new segments, new use cases, underpenetrated regions, or expanded product attach.
• Drive partner performance against joint business plans, holding partners (and internal stakeholders) accountable to commitments and timelines.
• Support QBRs, joint marketing initiatives, and co-selling motions with key partners.
• Partner closely with internal Sales teams to ensure partner-sourced and partner-influenced opportunities are tracked, supported, and closed efficiently.
• Develop a deep understanding of each partner's business model, competitive position, and channel economics in order to tailor Fleetio's value proposition and identify white space.
• Represent the voice of the partner internally — surfacing blockers, feedback, and market intelligence to Product, Marketing, and Partnerships leadership.
• 10+ years of experience in partnerships, channel sales, or a strategic account management role — ideally in B2B SaaS, fleet, telematics, or a related vertical.
• Demonstrated success in both new business development (sourcing and closing new partner/channel agreements) and account growth (expanding revenue within an existing partner book) — this is not a role for a pure hunter or a pure farmer.
• A strong sales and commercial orientation: you think in terms of pipeline, ARR, attach rate, and growth levers, whether the partner is brand-new or five years in.
• Proven track record of growing revenue through third-party partners/resellers, with concrete examples from both new-logo signing and existing-account expansion.
• Comfort managing complex, multi-stakeholder deals — including commercial negotiation and coordinating through legal/contracting cycles.
• Strong executive presence; experience building and maintaining relationships with senior partner stakeholders and sponsors, pre- and post-signature.
• Highly organized and self-directed — able to manage a diverse portfolio of partners at very different stages (prospecting, qualification, contracting, ramping, mature) simultaneously.
• Excellent written and verbal communication skills; comfortable presenting performance and plans to both partners and internal leadership.
• Experience with CRM/partner tracking tools (Salesforce or similar) for pipeline and account management.
• Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus.
• Bias toward action and ownership — you don't wait to be told where the next dollar of growth is, whether that's a brand-new partner or an existing one; you go find it.