Partner Development Manager

New Partner Development

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.

Existing Partner Growth

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.

Across Both

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.