Partner Development Manager

Responsibilities

• 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.
• 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.

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