{"id":228218,"url":"https://alion.io/job/fleetio-partner-development-manager","title":"Partner Development Manager","company":{"id":3577,"name":"Fleetio","domain":"fleetio.com","url":"https://alion.io/company/fleetio","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":83,"open_postings":3,"ghost_share":0,"stale_share":0.667,"repost_share":0,"time_to_fill_p50_days":45,"computed_at":"2026-10-29T05:49:05Z"}},"role":"Management","role_family":"Management","seniority":"lead","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":94000,"max_usd":193000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":571},"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[],"status":"live","first_seen_at":"2026-09-03T19:24:19Z","employer_posted_date":"2026-10-14","last_verified_at":"2026-10-30T04:06:03Z","board_verified":true,"closed_at":null,"days_open":56,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":56},"description":"A little about us…Fleetio is a modern software platform that helps thousands of organizations worldwide manage their fleet operations. Transportation technology is a hot market, and we’re leading the charge with raving fans and new customers signing up every day. We raised $450M in our Series D funding round in March of 2025 and are on an exciting trajectory as a company. Fleetio is also a proud founding member of the Rails Foundation!\nMore about our team and company:\nFleetio overview video: https://www.youtube.com/watch?v=YoXyXTFWbkg\nOur careers page: https://www.fleetio.com/careers\n\nFleetio is looking for a Partner Development Manager to build and grow a portfolio of strategic reseller relationships - Fleet Management Companies (FMCs), telematics providers, and VARs - across the full partner lifecycle. This is a true hunter-farmer role: you'll be equally accountable for sourcing, qualifying, and signing new reseller partners and for managing and growing the partners already in your book. You're comfortable running a cold or warm partner pipeline from first conversation to signed agreement, and just as comfortable sitting across from an existing partner asking \"where's our next dollar of growth together.\"\nYou'll work cross-functionally with Sales, Marketing, Product, and Legal to build the partner pipeline, close new agreements, enable partners post-signature, and turn signed relationships into ramped, revenue-generating accounts.\nWhat You'll Do\nNew Partner Development\nIdentify, prospect, and qualify new reseller partner candidates across FMC, Telematics, and VAR segments, building and managing your own outbound pipeline.\nOwn the full sales cycle for new partner agreements - discovery, pitch, commercial negotiation, legal/redline coordination - through signature.\nScore and prioritize prospective partners against Fleetio's qualification criteria (market fit, geographic fit, program maturity, pipeline potential) to focus effort on the highest-value opportunities.\nBuild relationships with executive sponsors at prospective partner organizations to secure buy-in and accelerate path-to-close.\nMaintain an accurate, up-to-date view of the partner pipeline (stage, blockers, next actions, target ETA) in Salesforce/partner tracking tools.\nExisting Partner Growth\nOwn a book of signed reseller partners end-to-end - from onboarding and enablement through renewal and expansion.\nBuild and maintain a shared definition of \"growth\" with each partner: agreed targets for assets under management, ARR, and pipeline, tracked consistently and revisited regularly.\nProactively identify incremental revenue opportunities within existing partner accounts - new segments, new use cases, underpenetrated regions, or expanded product attach.\nDrive partner performance against joint business plans, holding partners (and internal stakeholders) accountable to commitments and timelines.\nSupport QBRs, joint marketing initiatives, and co-selling motions with key partners.\nAcross Both\nPartner closely with internal Sales teams to ensure partner-sourced and partner-influenced opportunities are tracked, supported, and closed efficiently.\nDevelop a deep understanding of each partner's business model, competitive position, and channel economics in order to tailor Fleetio's value proposition and identify white space.\nRepresent the voice of the partner internally - surfacing blockers, feedback, and market intelligence to Product, Marketing, and Partnerships leadership.\nWhat We're Looking For\n10+ years of experience in partnerships, channel sales, or a strategic account management role - ideally in B2B SaaS, fleet, telematics, or a related vertical.\nDemonstrated success in both new business development (sourcing and closing new partner/channel agreements) and account growth (expanding revenue within an existing partner book) - this is not a role for a pure hunter or a pure farmer.\nA strong sales and commercial orientation: you think in terms of pipeline, ARR, attach rate, and growth levers, whether the partner is brand-new or five years in.\nProven track record of growing revenue through third-party partners/resellers, with concrete examples from both new-logo signing and existing-account expansion.\nComfort managing complex, multi-stakeholder deals - including commercial negotiation and coordinating through legal/contracting cycles.\nStrong executive presence; experience building and maintaining relationships with senior partner stakeholders and sponsors, pre- and post-signature.\nHighly organized and self-directed - able to manage a diverse portfolio of partners at very different stages (prospecting, qualification, contracting, ramping, mature) simultaneously.\nExcellent written and verbal communication skills; comfortable presenting performance and plans to both partners and internal leadership.\nExperience with CRM/partner tracking tools (Salesforce or similar) for pipeline and account management.\nFamiliarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus.\nBias toward action and ownership - you don't wait to be told where the next dollar of growth is, whether that's a brand-new partner or an existing one; you go find it.\nBenefits \nMultiple health/dental coverage options (100% coverage for employee, 50% for family)\nVision insurance\nIncentive stock options\n401(k) match of 4%\nPTO - 4 weeks (increases at year two!)\n12 company holidays + 2 floating holidays\nParental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)\nFSA & HSA options\nShort and long term disability (short term 100% paid)\nCommunity service funds\nProfessional development funds\nWellbeing fund - $150 quarterly\nBusiness expense stipend - $125 quarterly\nMac laptop + new hire equipment stipend\nFully stocked kitchen with tons of drinks & snacks (BHM only)\nRemote working friendly since 2012 #LI-Remote\nFleetio provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment. We celebrate diversity and are committed to creating an inclusive environment for all. All employment is decided on the basis of qualifications, merit and business need.\nThis application is not intended to and does not create a contract or offer of employment. Employment with Fleetio is at will.\nIf you have a disability or a special need that requires an accommodation to fill out the online application, please let us know by calling (205) 718-7500.","description_format":"text","description_chars":6445,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Parental leave","Professional development","Stock options","Vision insurance"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Fleet Management"],"lifecycle":[{"event":"open","at":"2026-09-05T09:32:26Z"}],"visa":[],"liveness":{"score":46,"band":"ok","label":"Likely open","p_open":1,"p_active":0.839,"p_room":0.55,"age_days":55,"expected_fill_days":45,"reasons":["conf:3","win:tail"],"computed_at":"2026-10-29T05:49:05Z"},"pay":null,"html_url":"https://alion.io/job/fleetio-partner-development-manager","json_url":"https://alion.io/job/fleetio-partner-development-manager.json","meta":{"generated_at":"2026-10-30T04:54:28Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":6847,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-31T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":3577},"rest":"https://alion.io/mcp/rest/get_company?id=3577"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Ffleetio-partner-development-manager"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Ffleetio-partner-development-manager"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Ffleetio-partner-development-manager"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/fleetio-partner-development-manager\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Ffleetio-partner-development-manager"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":228218}},{"tool":"search_jobs","arguments":{"company":"fleetio.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":228218},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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