Bestpass by Fleetworthy · 2 months ago
Senior Partner Account Manager
Remote or Hybrid
Full-time
Hybrid
Senior Level
$110K/yr - $130K/yr
5+ years expBestpass, now known as Fleetworthy, is dedicated to simplifying fleet safety and efficiency. The Senior Partner Account Manager will focus on developing strategic partnerships, driving business growth, and supporting sales efforts to maximize revenue and enhance partner relationships.
Information TechnologyRailroadSoftwareTransportation
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
Qualification
Required
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
Company
Bestpass by Fleetworthy
Bestpass is now part of Fleetworthy.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$0.01MKey Investors
Insight PartnersSusquehanna Growth Equity
2023-06-06Private Equity
2023-05-26Debt Financing· $0.01M
2018-01-01Private Equity
Leadership Team
Tom Fogarty
Chief Executive Officer
Recent News
2024-05-19
2024-04-06
Company data provided by crunchbase