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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in partnerships and channel sales, with a strong focus on new business development and account growth. Proficient in managing complex deals and maintaining relationships with senior stakeholders while utilizing CRM tools to track partner performance and growth.
Highest-signal resume keywords
10+ Years Experience In PartnershipsNew Business DevelopmentAccount GrowthCommercial NegotiationSalesforce Proficiency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Channel SalesPipeline ManagementRevenue GrowthContract ManagementMarket Fit AnalysisPartner OnboardingPerformance TrackingJoint Business PlanningIncremental Revenue IdentificationTelematics Knowledge
Soft Skills
Strong Executive PresenceExcellent Communication SkillsHighly OrganizedSelf-DirectedBias Toward Action
Tools & Technologies
SalesforcePartner Tracking Tools
Industry Keywords
B2B SaaSFleet ManagementTelematicsFMCVAR
About the role
Key responsibilities & impact- Identify, prospect, and qualify new reseller partner candidates across FMC, Telematics, and VAR segments.
- Own the full sales cycle for new partner agreements, including discovery, pitch, commercial negotiation, legal/redline coordination, and signature.
- Score and prioritize prospective partners using market fit, geographic fit, program maturity, and pipeline potential.
- Build relationships with executive sponsors at prospective partner organizations.
- Maintain accurate partner pipeline data in Salesforce or partner tracking tools.
- Own signed reseller partners from onboarding and enablement through renewal and expansion.
- Establish and track partner growth targets for assets under management, ARR, and pipeline.
- Identify incremental revenue opportunities within existing partner accounts.
- Drive partner performance against joint business plans.
- Support QBRs, joint marketing initiatives, and co-selling motions.
- Partner with internal Sales teams to track, support, and close partner-sourced and partner-influenced opportunities.
- Understand partner business models, competitive positions, and channel economics to tailor Fleetio’s value proposition.
- Represent partner feedback, blockers, and market intelligence internally to Product, Marketing, and Partnerships leadership.
Requirements
What you’ll need- 10+ years of experience in partnerships, channel sales, or a strategic account management role — ideally in B2B SaaS, fleet, telematics, or a related vertical.
- Demonstrated success in both new business development and account growth.
- Strong sales and commercial orientation, including pipeline, ARR, attach rate, and growth levers.
- Proven track record of growing revenue through third-party partners/resellers.
- Comfort managing complex, multi-stakeholder deals, including commercial negotiation and legal/contracting cycles.
- Strong executive presence and experience with senior partner stakeholders and sponsors.
- Highly organized and self-directed; able to manage a diverse portfolio of partners simultaneously.
- Excellent written and verbal communication skills; comfortable presenting performance and plans.
- Experience with CRM/partner tracking tools (Salesforce or similar).
- Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus.
- Bias toward action and ownership.
Benefits
Comp & perks- Multiple health/dental coverage options (100% coverage for employee, 50% for family)
- Vision insurance
- Incentive stock options
- 401(k) match of 4%
- PTO - 4 weeks (increases at year two!)
- 12 company holidays + 2 floating holidays
- Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
- FSA & HSA options
- Short and long term disability (short term 100% paid)
- Community service funds
- Professional development funds
- Wellbeing fund - $150 quarterly
- Business expense stipend - $125 quarterly
- Mac laptop + new hire equipment stipend
- Fully stocked kitchen with tons of drinks & snacks (BHM only)
- Remote working friendly since 2012