FCA · 8 hours ago
Account Executive - Channel & Direct Sales — B2B SaaS (Fleet Industry)
Auburn Hills, MI
Full-time
Onsite
Senior Level
5+ years expFCA is hiring a proactive Account Executive for Channel & Direct Sales in the B2B SaaS sector, specifically focused on the Fleet Industry. This role involves driving revenue through partner channels and direct enterprise accounts while managing relationships and executing sales strategies.
Information TechnologyTelecommunications
Responsibilities
Build and execute combined channel and direct sales strategies to achieve regional quotas in support of BU strategy
Own a direct sales territory: prospect, demo, qualify, negotiate and close deals with fleet operators and enterprise buyers
Recruit, onboard, enable and manage channel partners (Dealers, Resellers, SIs, OEM partners, leasing firms); run partner training, certification, and co-sell initiatives
Run joint account planning and co-selling with partners; coordinate lead routing, deal registration, and incentive structures
Develop sales collateral, playbooks, pricing models, demo scripts and ROI business cases for both partner and direct motions in collaboration with Mobilisights Product, Marketing, and Business Operations Teams
Manage full sales cycle and pipeline forecasting in CRM; maintain accurate deal stages and revenue forecasts
Collaborate with Product, and Business Solutions and Services teams to execute pilots, POCs and ensure customer onboarding and retention
Track partner and direct performance metrics; optimize partner mix, incentives, and coverage to maximize ARR and margins
Provide market and competitive feedback to influence product roadmap and pricing
Qualification
Required
Bachelor's degree in Business, Engineering, or related field required
A minimum of 5 years sales experience combining direct enterprise and channel partner selling, preferably in B2B SaaS
Experience selling into fleet, transportation, logistics, automotive or IoT ecosystems highly preferred
Proven track record meeting quotas through both direct deals and partner-sourced revenue
Strong understanding of channel economics (MDF, deal registration, margins) and direct enterprise procurement
Comfortable engaging C-level and operational stakeholders; consultative selling skills
Excellent communication, negotiation, stakeholder management and cross-functional coordination skills
CRM and pipeline management experience (Salesforce, HubSpot, etc.)
Preferred
Familiarity with fleet telematics, vehicle hardware integrations, telematics devices, route optimization, fuel management or EV/charging solutions
Experience with CRM platforms (SFDC, HubSpot) and sales enablement tools
Analytical approach to forecasting, territory planning and partner performance metrics
Willingness to travel for customer and partner meetings and industry events
Benefits
Health, dental, retirement benefits, professional development allowance, flexible work policy and travel support.
Comprehensive Health & Well-being Coverage
Generous Paid Time Off
Competitive Retirement Savings Plans
Income Protection & Insurance Options
Company Vehicle Lease Program
Family Building Benefit
Support for Your Growth and Giving Back
Tuition reimbursement
Student loan refinancing programs
18 paid volunteer hours each year to make a difference in your community
Company
FCA
FCA is one of the largest technology integrators in the field of fiber optic systems for building optical teletransmission networks.
51-200 employees
H1B Sponsorship
FCA has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (328)
2024 (220)
2023 (246)
2022 (346)
2021 (182)
2020 (213)
Funding
Current Stage
Growth StageRecent News
2025-08-07
2025-04-12
2025-04-07
Company data provided by crunchbase