Partner Development Manager

Fleetio
United States
Workplace: RemoteFull timeFunction: Product ManagementSkills: ["Communication","Executive presence","Organization","Self-direction","Ownership"]

Build and grow a strategic reseller partner portfolio across FMCs, telematics providers, and VARs. Own the full partner sales cycle from prospecting and qualification through commercial negotiation and signature, while also onboarding, enabling, and driving growth for existing partners. Partner closely with Sales, Marketing, Product, and Legal to track pipeline in Salesforce, run joint initiatives and QBRs, and convert partner relationships into ramped, revenue-generating accounts.

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Fleetio
Fleetio
2 days ago

Partner Development Manager

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Last checked: 9 hours agoStatus: Live

Job Summary

Build and grow a strategic reseller partner portfolio across FMCs, telematics providers, and VARs. Own the full partner sales cycle from prospecting and qualification through commercial negotiation and signature, while also onboarding, enabling, and driving growth for existing partners. Partner closely with Sales, Marketing, Product, and Legal to track pipeline in Salesforce, run joint initiatives and QBRs, and convert partner relationships into ramped, revenue-generating accounts.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Product Management
Seniority: Manager level

Key Responsibilities

  • •Prospect, qualify, and secure new reseller partners across FMC, telematics, and VAR segments, managing an outbound pipeline from first conversation to signed agreement.
  • •Own the end-to-end new partner sales cycle, including discovery, pitch, commercial negotiation, and legal/redline coordination through signature.
  • •Manage and grow an existing book of signed reseller partners, owning onboarding/enablement, renewal, and expansion outcomes.
  • •Drive partner performance against joint business plans, proactively identify incremental revenue opportunities, and support QBRs and joint marketing/co-selling motions.
  • •Partner with internal Sales teams to track partner-sourced/influenced opportunities, represent partner feedback and market intelligence to leadership, and maintain accurate pipeline visibility in Salesforce and partner tracking tools.

Pay and Benefits

Equity and Bonus:Equity
Perks:Health InsuranceDentalEquity401kPaid LeaveParental LeaveDisability InsuranceLearning BudgetWellness StipendRemote Work

Key Requirements

  • •10+ years of experience in partnerships, channel sales, or strategic account management, ideally in B2B SaaS, fleet, telematics, or a related vertical.
  • •Proven success in both new partner development (sourcing and closing agreements) and expanding revenue within an existing partner book.
  • •Strong sales and commercial orientation, with a pipeline and ARR/growth-lever mindset for both new-logo and expansion motions.
  • •Track record of growing revenue through third-party partners/resellers, including examples of both new partner signing and existing account expansion.
  • •Comfort managing complex, multi-stakeholder deals through commercial negotiation and legal/contracting cycles; experience with Salesforce or similar CRM tools.
Experience:B2B SaaSFleetTelematicsResellersVAR
Skills:CommunicationExecutive presenceOrganizationSelf-directionOwnership
Tech Stack:Salesforce

Company Brief

Fleetio
Provides cloud-based fleet management software to help businesses track, manage, and optimize vehicle fleets through maintenance scheduling, fuel and mileage tracking, inspections, and integrations with telematics and accounting systems.
Industry: Logistics
Company Size: Large (251 to 1,000 employees)
Growth: Established Company
Headquarters: Birmingham, United States
Founded: 2012
WebsiteLinkedIn