# Partner Development Manager

**Company:** [Fleetio](https://hotfix.jobs/companies/fleetio)
**Location:** Remote
**Role:** Partnerships
**Experience:** 10+ years
**Skills:** Partnerships, Channel Sales, Strategic Account Management, B2B SaaS, Salesforce, Pipeline Management, Commercial Negotiation, Contract Negotiation, Revenue Growth, Account Management, Partner Enablement, Co-Selling
**Posted:** 2026-09-03

> Builds and expands reseller partnerships across fleet management, telematics, and VAR segments, owning both new partner acquisition and existing-account growth. Requires 10+ years in partnerships, channel sales, or strategic account management, with strong commercial, negotiation, and executive relationship skills.

## Job Description

## Responsibilities

### New Partner Development
- Identify, prospect, and qualify reseller partners across fleet management companies, telematics providers, and VARs.
- Build and manage an outbound partner pipeline.
- Own the full sales cycle for partner agreements, including discovery, pitching, commercial negotiation, legal coordination, and signing.
- Evaluate prospects based on market fit, geographic fit, program maturity, and pipeline potential.
- Build executive relationships with prospective partners.
- Maintain accurate pipeline records in Salesforce or partner-tracking tools.

### Existing Partner Growth
- Manage signed reseller partners from onboarding and enablement through renewal and expansion.
- Establish and track partner growth targets for assets under management, ARR, and pipeline.
- Identify incremental revenue opportunities across new segments, use cases, regions, and product attach.
- Drive partner performance against joint business plans.
- Support QBRs, joint marketing initiatives, and co-selling motions.

### Cross-Functional Collaboration
- Partner with Sales to track, support, and close partner-sourced and partner-influenced opportunities.
- Understand partner business models, competitive positioning, and channel economics.
- Represent partner feedback, blockers, and market intelligence to Product, Marketing, and Partnerships leadership.

## Requirements
- 10+ years of experience in partnerships, channel sales, or strategic account management, preferably in B2B SaaS, fleet, telematics, or a related industry.
- Demonstrated success sourcing and closing new partner agreements and growing revenue within an existing partner portfolio.
- Strong sales and commercial orientation, including experience with pipeline, ARR, attach rates, and growth levers.
- Proven revenue growth through third-party partners or resellers.
- Experience managing complex, multi-stakeholder deals, commercial negotiations, and legal or contracting processes.
- Strong executive presence and senior stakeholder relationship-building skills.
- Ability to manage a diverse partner portfolio independently and with strong organization.
- Excellent written and verbal communication and presentation skills.
- Experience with Salesforce or similar CRM and partner-tracking tools.
- Bias toward action, ownership, and proactive growth identification.

## Nice-to-Haves
- Familiarity with fleet management, telematics, or the FMC/VAR reseller landscape.

## Benefits
- Multiple health and dental coverage options, with 100% employee and 50% family coverage.
- Vision insurance.
- Incentive stock options.
- 401(k) match of 4%.
- Four weeks of PTO, increasing after the second year.
- 12 company holidays and two floating holidays.
- Paid parental leave.
- FSA and HSA options.
- Short- and long-term disability coverage.
- Community service, professional development, and wellbeing funds.
- Business expense stipend.
- Mac laptop and new-hire equipment stipend.

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