Senior Partner Account Manager

Fleetworthy offers the only complete technology suite for fleet readiness, uniting safety and compliance, toll management, and weigh station bypass solutions. We help fleets streamline operations, control costs, an d  opera te  with confidence.     Trusted by 75% of the top fleets in North America,  Fleetworthy  offers the most adopted toll management solution and largest weigh station bypass network. Going beyond regulatory requirements, our  safety and  compliance capabilities strengthen safety programs and enable proactive audit readiness. We support millions of vehicles and drivers and are recognized across the industry for innovation and leadership.     Fleetworthy is shaping the future of fleet readiness with AI-enabled, connected fleet technology that keeps drivers safe, fleets compliant, and operations running at peak efficiency. Learn more at  fleetworthy.com . The primary responsibility of the Sr. PAM is to develop and enable the continued growth of Fleetworthy’s strategic partners and resellers. This role will 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). They will also 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. They will be seen as strategic business partners and trusted advisors by their partners.   Day-to-day activities include Partner business development,  driving growth discussions and investments, developing and executing business & marketing plans. A top priority is mentoring and coaching their partners in selling and marketing  Fleetworthy’s solutions, and ultimately moving the partner to self-sufficient sales & delivery.  Another key element of their responsibility will be to coordinate Fleetworthy resources such as executive alignment, engaging Sales and/or Sales Executives, and bringing in marketing expertise, etc.   Partner Management and Pipeline Creation   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    Channel Partner Enablement   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   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.)   Key Performance Indicators   Targets (Variable by Territory) - Subscription Pipeline Development and Partner Revenue Partner Forecasting   Job Requirements   Bachelors 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.   Fleetworthy is committed to fostering a diverse and inclusive culture that is respectful and welcoming of individual differences. We are proud to be an equal op