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.