Note: The job is a remote job and is open to candidates in USA. Bestpass by Fleetworthy is a company that provides a complete technology suite for fleet readiness, focusing on safety and compliance. The Senior Partner Account Manager will develop and enable the growth of strategic partners and resellers, creating account plans and driving the adoption of key programs while supporting sales efforts in closing large fleet deals.
Responsibilities
- 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.)
- Targets (Variable by Territory) - Subscription Pipeline Development and Partner Revenue Partner Forecasting
Skills
- Bachelors Degree Required
- 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
- Insurance and compliance experience plus
Company Overview