Senior Partner Account Manager

Primary Responsibilities

• Develop and enable the continued growth of Fleetworthy’s strategic partners and resellers
• Create strategic account plans, drive adoption of key programs, and develop new business areas for partners
• Support partners in closing large Fleet deals across Fleetworthy’s product suite (Fleetworthy, Drivewyze, and BestPass) within the assigned territory
• Mentor and coach partners in selling and marketing Fleetworthy’s solutions, and move them to self-sufficient sales & delivery
• Coordinate Fleetworthy resources such as executive alignment, engaging Sales and/or Sales Executives, and bringing in marketing expertise

Day-to-Day Activities

• Manage and grow relationships with large and often complex partners including stakeholder mapping and management and strategic account planning
• Support partner sales and marketing activities to achieve and exceed targets
• Responsible for maintaining and growing revenue
• Aid partners in interacting with prospects in larger sales opportunities to position the value of Fleetworthy & Partner Solutions and Services as supported by ROI, business case development, references, and supporting analyst data
• Where needed, identify and coordinate Fleetworthy and other partner resources in related areas during the sales cycle to successfully enable partners to close deals in the shortest time/cost possible
• Provide coaching as needed to partner sales reps to reduce sales cycle and improve win rate
• Complement partner sales activities on large and strategic deals with in-person meetings when required
• Escalate critical deals/customer issues to leadership as required
• Provide accurate forecasting based on partner pipeline
• Coordinate demand generation activities of Fleetworthy partners to ensure healthy pipeline

Channel Partner Enablement

• Provide communication to partner(s) about relevant initiatives and programs (campaign execution, tools, products, price-changes, etc.) towards the partner
• Facilitate development and enablement activities within the Partner, covering all relevant areas (Sales, Service, Maintenance, Training & Education…)
• Ensure a smooth and efficient lead-to-cash process for all partners

Partner Development & Relationship Management

• Identify opportunities to establish new business areas for the partner and work towards establishing these (e.g., new lines of business, ecosystem for the partner, partner solution validation, etc.)
• Monitor partner’s performance, including partner satisfaction, and develop action plans to correct as necessary
• Effectively communicate Fleetworthy sales & support strategy to partners to ensure partners understand the value proposition as well as requirements and obligations
• Drive partner readiness to deliver service and support and identify/action retention strategies for potential at-risk channel customers

Partner Business Planning

• Ensure business alignment with the partner
• Provide insight on capacity, coverage and capabilities
• Analyze and leverage business potential using available processes and best practices
• Create, monitor, review and execute business & marketing plans together with the assigned partner(s) using standard tools and templates
• Manage partner pipeline, coverage and reporting (quality, quota pipeline coverage, etc.)

Job Requirements

• Bachelor's Degree Required
• Insurance and compliance experience plus
• Minimum 5 years experience in channel business (Sales, Marketing, Business Dev. or other)
• Experience managing large complex partners with multiple stakeholders
• Knowing or having successful experience in multi-channel go-to-market models
• Ability to articulate and position Fleetworthy Solutions Value Proposition along with Partner ROI at CxO level
• Knowledge and understanding of Channel dynamics, including solution selling through partners
• Knowledge of Cloud and/or Business Applications market
• Ability and willingness to travel