Partner Development Manager

Fleetio is seeking a Partner Development Manager to build and grow a portfolio of strategic reseller relationships. This role involves sourcing, qualifying, and signing new reseller partners, as well as managing and growing existing partners. The ideal candidate will have a strong sales and commercial orientation, excellent organizational skills, and a proven track record of growing revenue through third-party partners.

Responsibilities

• Identifying, prospecting, and qualifying new reseller partner candidates across FMC, Telematics, and VAR segments, building and managing your own outbound pipeline.
• Owning a book of signed reseller partners end-to-end — from onboarding and enablement through renewal and expansion, and proactively identifying incremental revenue opportunities.
• Partnering closely with internal Sales teams to ensure partner-sourced and partner-influenced opportunities are tracked, supported, and closed efficiently.
• A strong sales and commercial orientation: you think in terms of pipeline, ARR, attach rate, and growth levers, whether the partner is brand-new or five years in
• Highly organized and self-directed — able to manage a diverse portfolio of partners at very different stages (prospecting, qualification, contracting, ramping, mature) simultaneously
• Proven track record of growing revenue through third-party partners/resellers, with concrete examples from both new-logo signing and existing-account expansion
• Experience with CRM/partner tracking tools (Salesforce or similar) for pipeline and account management

Requirements

• Strong executive presence; experience building and maintaining relationships with senior partner stakeholders and sponsors, pre- and post-signature
• Demonstrated success in both new business development (sourcing and closing new partner/channel agreements) and account growth (expanding revenue within an existing partner book) — this is not a role for a pure hunter or a pure farmer
• Bias toward action and ownership — you don't wait to be told where the next dollar of growth is, whether that's a brand-new partner or an existing one; you go find it
• Excellent written and verbal communication skills; comfortable presenting performance and plans to both partners and internal leadership
• Comfort managing complex, multi-stakeholder deals — including commercial negotiation and coordinating through legal/contracting cycles
• 10+ years of experience in partnerships, channel sales, or a strategic account management role — ideally in B2B SaaS, fleet, telematics, or a related vertical

Preferred

• Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus