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Fleet Partnership Manager

1 month ago

Waterloo, Canada RideCo Full time

This is an opportunity in the exciting and fast-growing transportation technology industry. You’ll join a small and rapidly growing sales team and massively lift the company’s growth trajectory.

As a Fleet Partnership Manager, you’ll collaborate closely with the VP, Partnerships. You will hold direct accountability for identifying, securing, onboarding, and nurturing relationships with new fleet partners. Additionally, you’ll engage with existing partners to further enhance the promotion of RideCo’s products within their transit agency and corporate B2B commuting clients. 

This position will work cross-functionally with our sales, customer success, and marketing teams to increase our existing fleet partners' commercial success and to expand RideCo’s reach within the fleet operator market and our targeted fleet operator verticals. Within the role, you will manage the service agreements, drive programs to enable our partners to become RideCo evangelists, establish marketing development programs, develop partner support tools and work with our sales team to drive our partners' commercial success and adoption of the RideCo platform by our fleet partners. 

Your day-to-day responsibilities will include:

Strategy : Develop a channel strategy focusing on market segment, geography, product, pricing objectives, and targeted fleet verticals. Prospect and Qualify : Research and contact high-quality fleet partner prospects through various channels. Qualify opportunities that are catalyzed by partnerships. Map all key stakeholders within a fleet partner and document relationship status. Use of Salesforce.com to track all activity is required. Evangelize : Be there daily to support and drive a deal funnel through our fleet partners and win their hearts and minds. Educate : Understand potential fleet partners’ pain points and articulate our value proposition by providing presentations, product demonstrations, case studies, and relevant content. Help potential partners and public transit clients in shaping RFP requirements before publication Customer Success:  Work directly with the sales and customer success teams to provide cadenced updates on project status, KPIs, and recommendations. Field and resolve feedback from fleet partners on technology, service delivery, or support Grow Existing Fleet Partner Accounts:  Execute our land-and-expand business model. Build broader relationships within existing partnerships across various departments and stakeholders. Convert pilots into full-scale deals. Convert at-scale deals into even larger deals through expansion to new areas and use cases for the transit agencies Collaborate : Engage with internal teams to address partners’ questions and build proposals tailored to fleet operator/partner requirements. Collect insights or concerns from the market and feedback to marketing and product teams, to help continuously improve the product, content, and sales playbook. Document your activities in Salesforce.com Develop Collateral:  Support joint proposals tailored to fleet partners or RFP requirements, adapting our existing proposal templates and leveraging help from team members to build customer-specific financial and operating models. Develop and execute marketing and advertising programs for and with our fleet partners. Work with marketing communications to develop tools and materials used to support fleet partner needs Win Deals:  Coordinate all aspects of closing including contract review (with legal & finance), negotiating terms, and securing signatures Funnel Management: Build your own funnel of opportunities with fleet partners as the prime as well as opportunities that may be sole sourced and are technology only requirements within public transportation agencies and B2B corporations

Preferred qualifications:

Experience in the Transportation industry. You come from the transportation sector from a public transit agency, a fleet operator or in a role that you were in sales or partnership management to public transit or fleet operators. Previous SaaS experience is considered an asset.  Proven track record in business development/sales in the fleet operations/transportation services market is critical. Success in selling enterprise software, SaaS, public transit, management consulting is also valued experience. Willing and able to travel to client sites at least 35% of working time, as needed. Travel to client sites for in-person meetings (at clients’ or management’s discretion) is essential in this role Proposal writing experience and being able to synthesize and comprehend complex public sector transportation and technology RFPs is required  Experience working at a management consulting or startup company is considered an asset  Education: Degree in business/marketing/economics or related discipline. Location: Remote - USA or Waterloo, ON 

Compensation and Benefits:

Base Salary: Competitive salary commensurate with experience + performance-based bonus + stock options Work-Life Balance & Additional Perks: Flex-time work schedules, vacation time Benefits Plan: Medical, dental

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