Partner Development Manager

About This Opportunity

We are representing a well-funded SaaS company in the fleet management and transportation technology space. Our talent team is seeking a Partner Development Manager to build and grow a portfolio of strategic reseller relationships across the United States. This is a true hunter-farmer role where you'll source and sign new partners while simultaneously managing and expanding existing partnerships.

You'll work with Fleet Management Companies (FMCs), telematics providers, and value-added resellers (VARs) through the full partner lifecycle—from first conversation to signed agreement to revenue growth. This role requires equal comfort running cold outreach campaigns and sitting across from established partners to identify the next growth opportunity.

Responsibilities

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 coordination—through signature
• Score and prioritize prospective partners against qualification criteria including market fit, geographic fit, program maturity, and pipeline potential
• Build relationships with executive sponsors at prospective partner organizations to secure buy-in and accelerate closing
• Maintain an accurate, up-to-date view of the partner pipeline in CRM systems

Existing Partner Growth:

• Own a book of signed reseller partners end-to-end—from onboarding and enablement through renewal and expansion
• Build and maintain shared growth targets with each partner for assets under management, ARR, and pipeline
• Proactively identify incremental revenue opportunities within existing partner accounts—new segments, use cases, regions, or product attach
• Drive partner performance against joint business plans, holding partners and internal stakeholders accountable
• Support quarterly business reviews, joint marketing initiatives, and co-selling motions with key partners

Cross-Functional Collaboration:

• Partner with internal Sales teams to ensure partner-sourced opportunities are tracked, supported, and closed efficiently
• Develop deep understanding of each partner's business model, competitive position, and channel economics
• Represent the voice of the partner internally—surfacing blockers, feedback, and market intelligence to Product, Marketing, and leadership

What We're Looking For

• 10+ years of experience in partnerships, channel sales, or strategic account management—ideally in B2B SaaS, fleet, telematics, or related verticals
• Demonstrated success in both new business development (sourcing and closing new partner agreements) and account growth (expanding revenue within existing partner books)
• Strong sales and commercial orientation: you think in terms of pipeline, ARR, attach rate, and growth levers
• Proven track record of growing revenue through third-party partners/resellers, with concrete examples from both new-logo signing and existing-account expansion
• Comfort managing complex, multi-stakeholder deals including commercial negotiation and legal/contracting cycles
• Strong executive presence; experience building and maintaining relationships with senior partner stakeholders pre- and post-signature
• Highly organized and self-directed—able to manage a diverse portfolio of partners at different stages simultaneously
• Excellent written and verbal communication skills; comfortable presenting performance and plans to partners and internal leadership
• Experience with CRM/partner tracking tools such as Salesforce for pipeline and account management
• Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus
• Bias toward action and ownership—you proactively identify growth opportunities rather than waiting to be told where they are

How We Work With You

When you apply through Get A Job.ai, a member of our recruiting team will review your background and schedule a screening conversation to discuss your experience and career goals. If there's a strong match, we'll submit your profile to our client for consideration. Please apply exclusively through our platform—direct contact with the client is not part of this process.

Pay

Compensation details will be discussed during the screening process and are competitive with market rates for this level of experience.

Equal Opportunity: Get A Job.ai provides equal employment opportunities to all applicants. We celebrate diversity and are committed to creating an inclusive recruitment process for all candidates.