Job description
We Speak Safety and Efficiency:
In September of 2024, Bestpass, Fleetworthy, ExpressTruckTax and Drivewyze rebranded as Fleetworthy. This rebrand reflects our ongoing mission to simplify fleet safety, compliance, and toll management under one unified brand.
Fleetworthy is revolutionizing road safety and fleet management with a command center for safety, compliance, and efficiency. Our connected suite provides real-time insights and control, enabling customers to maximize efficiency, reduce risk, and save money.
With technology that unifies safety, compliance, toll management, weigh station bypass, and more, Fleetworthy empowers organizations to perform at their best. We simplify operations to ensure every vehicle and driver is not just compliant, but beyond compliant. Supporting millions of drivers and vehicles, Fleetworthy is leading a new era in road safety and fleet technology.
At Fleetworthy, you’re in the driver’s seat!
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 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.
Compensation
- $90,000 to $130,000 USD Yearly + Commission
What Drives Us to Work Every Day:
- We pride ourselves on making a difference, for our employees, clients, and their businesses.
- We accept team members for who they are and what they bring to the table.
- We are proud to build all our relationships based on transparency and trust.
- We are a team of energetic and curious individuals passionate about the work we do every day!
Our Core Values – We are 1TEAM
- People 1 st - People 1st! We win as a team by collaborating, having each other’s backs, and bringing out the best in each other. We always treat others as they would like to be treated.
- T rust - We inspire trust by delivering on our promises, owning outcomes, being transparent in our communications, and acting with integrity.
- E very Trip Matters - Because every trip that our customers take is important to them, it’s important to us. Whether it is a load being hauled across the country or a service vehicle traveling on a toll road, our customers count on us to deliver the right expertise, software, and data to make every trip safe, efficient, and productive.
- A lways Innovating - We solve for the customer and focus on outcomes. We are nimble in our approach. When we fail, we fail fast and learn from it. We are here to disrupt, not to fit in.
- M indset - We are committed to a growth mindset. Our efforts and attitudes are what determine our abilities. We embrace good criticism. We seek new challenges. We never stop learning.
About Bestpass: Bestpass is a comprehensive payment platform provider and leader in toll management solutions for commercial fleets of all sizes. Bestpass saves fleets time and money by consolidating payments and providing insight into cost per vehicle. Bestpass, founded in 2001, covers 100% of major toll roads across the U.S., supports more than 30,000 customers, and processes over $1.5 billion in toll transactions annually. Bestpass offers a range of toll coverage options for owner-operators, regional fleets, and national fleets, as well as customized solutions for specific needs.
About Fleetworthy Solutions: Fleetworthy Solutions, Inc. provides DOT safety and regulatory compliance services to commercial fleets that take them Beyond Compliant. Fleetworthy combines exceptional client service, advanced technologies, and more than 40 years of transportation industry expertise to make sure that drivers and assets are truly fleetworthy. The company helps private fleets, for-hire carriers and third-party logistics companies of all sizes surpass compliance of federal, state, and local regulations and streamline processes to reduce costs and mitigate risks.
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 opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion or belief (or lack thereof), sex, nationality, national or ethnic origin, civil status, age, citizenship status, sexual orientation, disability, genetic information, familial status, marital or registered civil partnership status, pregnancy or maternity status, gender identity, gender reassignment, military or veteran status, or any other protected characteristic in accordance with applicable laws and regulations
