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FleetioPartner Development Manager
Fleetio has an opening for a Partner Development Manager who will grow a set of reseller relationships with fleet management companies, telematics providers and value-added resellers.…
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About This Role
Fleetio has an opening for a Partner Development Manager who will grow a set of reseller relationships with fleet management companies, telematics providers and value-added resellers. The job blends winning new partners with growing revenue from current ones, so the right person can both source fresh deals and expand existing accounts. Fleetio makes software that helps organizations run their fleets. The company reports a $450M Series D round closed in…
Job Description
Fleetio has an opening for a Partner Development Manager who will grow a set of reseller relationships with fleet management companies, telematics providers and value-added resellers. The job blends winning new partners with growing revenue from current ones, so the right person can both source fresh deals and expand existing accounts.
Fleetio makes software that helps organizations run their fleets. The company reports a $450M Series D round closed in March 2025 and counts itself among the founding members of the Rails Foundation.
The manager takes a partner from first contact through a signed agreement and into ramp-up. Daily work includes running an outbound pipeline, scoring prospects by fit, and negotiating commercial terms and legal changes. After signing, the manager onboards the partner, agrees shared targets covering managed assets, annual recurring revenue and pipeline, and builds joint plans, quarterly reviews and co-selling efforts. The role works closely with the Sales, Marketing, Product and Legal groups.
The posting suits an experienced channel or partnerships professional with at least ten years in the field, a record of both signing new partners and expanding accounts, and strong executive presence. Knowledge of fleet management, telematics or the reseller landscape is a strong advantage.
Responsibilities
- Find, qualify and pitch new reseller candidates across fleet management, telematics and VAR segments
- Run every stage of signing new partner deals, from discovery and pitch through commercial negotiation and legal coordination to signature
- Rank prospects by fit with Fleetio's qualification standards
- Develop trust with senior sponsors inside prospective and existing partner organizations
- Keep the partner pipeline current in Salesforce or other partner tracking tools
- Own a book of signed partners from onboarding through renewal and expansion
- Agree growth targets with each partner and track them against joint business plans
- Find extra revenue in existing accounts and support quarterly reviews, joint marketing and co-selling
- Work with internal sales teams to track and close partner-sourced deals
- Share partner input and market insight with Product, Marketing and Partnerships leaders
Requirements
- Ten or more years in partnerships, channel sales or strategic account management, ideally in B2B software, fleet, telematics or a related field
- Proven results both in signing new partners and growing revenue inside existing partner accounts
- Experience lifting revenue through outside partners or resellers, with examples of new logos and expansion
- Able to handle intricate deals involving many stakeholders and contract cycles
- Strong executive presence with senior partner stakeholders before and after signing
- Experience with Salesforce or a similar CRM and partner tracking tools
- Excellent written and verbal communication, including presenting plans to partners and leadership
- Methodical and independent, able to juggle partners at several stages simultaneously
Qualifications
- Knowledge of fleet software, telematics or reseller networks such as FMCs and VARs
Core Skills
Benefits
- Health and dental plans with several coverage options, with the company covering all employee premiums and half of family premiums
- Vision insurance and incentive stock options
- 401(k) with a 4% company match
- Four weeks of PTO that rises in year two, plus 12 company holidays and 2 floating holidays
- Paid parental leave: 16 weeks for birthing parents and 4 weeks for non-birthing parents
- FSA and HSA options, plus short- and long-term disability cover
- Community service and professional development funds
- A $150 quarterly wellbeing fund and a $125 quarterly expense stipend
- A Mac laptop and an equipment stipend for new hires
- A stocked kitchen at the BHM office and a remote-friendly culture
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is the role remote or on-site?
The listing is tagged on-site, but the posting also carries a remote tag and describes Fleetio as remote-friendly since 2012.
What salary does the posting list?
The posting does not specify a salary.
What experience is required?
At least ten years in partnerships, channel sales or strategic account management, including evidence of new partner signings and growth in existing accounts.
Which city is the office in?
The posting does not name a city for this role.
Sample Interview Questions
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