Senior Partner Account Manager

Summary

Join Fleetworthy as a Senior Partner Account Manager (PAM) to drive the growth of strategic partners and resellers. Develop and execute strategic account plans, increase adoption of key programs, and identify new business areas for partners. Support partners and the field sales team in closing large fleet deals across the product suite. Serve as a strategic business partner and trusted advisor, mentoring and coaching partners in sales and marketing. Manage and grow relationships with large, complex partners, supporting their sales and marketing activities to exceed targets. Coordinate Fleetworthy resources, provide coaching to partner sales representatives, and escalate critical issues. Ensure accurate forecasting and coordinate demand generation activities. Provide communication to partners about initiatives and programs, facilitate development and enablement activities, and ensure a smooth lead-to-cash process. Identify opportunities to establish new business areas for partners and monitor partner performance. Effectively communicate Fleetworthy's strategy and drive partner readiness to deliver service and support.

Requirements

• Bachelors Degree
• 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

Responsibilities

• Develop and enable the continued growth of Fleetworthy’s strategic partners and resellers
• Help partners to meet their fullest business potential by creating strategic account plans, driving adoption of key programs (e.g., Referral, reseller, partner) and developing new business areas for partners (e.g., broader fleet, industry & solution coverage, new vertical/geographic market segments etc)
• Support their partners and Fleetworthy’s field sales team in closing large Fleet deals across our product suite (Fleetworthy, Drivewyze, and BestPass) within the assigned territory
• 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
• Assist 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 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
• Provide communication to partner(s) about relevant initiatives and programs (campaign execution, tools, products, price-changes, etc. towards the partner); and ensure execution
• Facilitate development and enablement activities within the Partner, covering all relevant areas (Sales, Service, Maintenance, Training & Education…) working together with all necessary subject matter experts
• Ensure a smooth and efficient lead-to-cash process for all partners
• 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
• 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.)

Benefits

$90,000 to $130,000 USD Yearly + Commission