Partner Development Manager

Fleetio

3d • Remote

About The Position

Fleetio is seeking a Partner Development Manager to build and grow strategic reseller relationships with Fleet Management Companies (FMCs), telematics providers, and VARs. This hunter-farmer role is accountable for sourcing, qualifying, and signing new partners as well as managing and growing an existing partner portfolio throughout the partner lifecycle. The manager will own new partner agreements from initial discovery through negotiation and signature, then support onboarding, enablement, performance, renewal, and expansion to turn signed relationships into revenue-generating accounts.

The role works cross-functionally with Sales, Marketing, Product, and Legal to build the partner pipeline, close agreements, enable partners, and support partner-sourced and partner-influenced opportunities. The Partner Development Manager will develop a deep understanding of partner business models, competitive positions, and channel economics, identify growth opportunities, drive joint business plans, and represent partner feedback and market intelligence internally.

Requirements

• 10+ years of experience in partnerships, channel sales, or strategic account management.
• Demonstrated success in both new business development, including sourcing and closing partner or channel agreements, and account growth within an existing partner portfolio.
• Strong sales and commercial orientation, with focus on pipeline, ARR, attach rate, and growth levers.
• Proven track record of growing revenue through third-party partners or resellers, including new-partner signings and existing-account expansion.
• Experience managing complex, multi-stakeholder deals, including commercial negotiation and legal or contracting cycles.
• Experience building and maintaining relationships with senior partner stakeholders and executive sponsors before and after signing.
• Strong organizational and self-management skills, including the ability to manage partners at different lifecycle stages simultaneously.
• Excellent written and verbal communication skills, including presenting performance and plans to partners and internal leadership.
• Experience using CRM or partner tracking tools, such as Salesforce, for pipeline and account management.
• Bias toward action and ownership in identifying growth opportunities.

Nice To Haves

• Experience in B2B SaaS, fleet, telematics, or a related vertical.
• Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape.

Responsibilities

• Identify, prospect, and qualify reseller candidates across FMC, telematics, and VAR segments, and build and manage an outbound pipeline.
• Own the full sales cycle for new partner agreements, including discovery, pitching, commercial negotiation, legal and redline coordination, and signature.
• Score and prioritize prospective partners based on market fit, geographic fit, program maturity, and pipeline potential.
• Build relationships with executive sponsors at prospective partner organizations to secure buy-in and move agreements toward close.
• Maintain accurate partner pipeline records, including stages, blockers, next actions, and target timing, in Salesforce or partner tracking tools.
• Manage a portfolio of signed reseller partners from onboarding and enablement through renewal and expansion.
• Establish and maintain shared growth targets with partners for assets under management, ARR, and pipeline; track and revisit progress regularly.
• Identify incremental revenue opportunities within existing partner accounts, including new segments, use cases, regions, and product attach.
• Drive partner performance against joint business plans and hold partners and internal stakeholders accountable for commitments and timelines.
• Support QBRs, joint marketing initiatives, and co-selling motions with key partners.
• Partner with internal Sales teams to ensure partner-sourced and partner-influenced opportunities are tracked, supported, and closed efficiently.
• Understand partner business models, competitive positions, and channel economics to tailor Fleetio's value proposition and identify growth opportunities.
• Represent partner feedback, blockers, and market intelligence to Product, Marketing, and Partnerships leadership.

Benefits

• Multiple health and dental coverage options, with 100% coverage for employees and 50% for family coverage.
• Vision insurance.
• Incentive stock options.
• 401(k) match of 4%.
• Four weeks of PTO, increasing at year two.
• 12 company holidays and 2 floating holidays.
• Paid parental leave: 16 weeks for birthing parents and 4 weeks for non-birthing parents.
• FSA and HSA options.
• Short- and long-term disability; short-term disability is 100% paid.
• Community service funds.
• Professional development funds.
• Wellbeing fund of $150 quarterly.
• Business expense stipend of $125 quarterly.
• Mac laptop and new-hire equipment stipend.
• Fully stocked kitchen with drinks and snacks at the BHM location.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed