Partner Acquisition & Ecosystem Manager (German Speaker)

Webfleet Solutions B.V.; Leipzig; On-site; EUR 70,000 - 120,000; Full time

Benefits offered by this job

30 annual leave days

500 euros gross home office setup

Birthday off and volunteering time off

LinkedIn Learning access

Employee Assistance Program

Gofluent platform access for languages

Childcare cost support

100% employer-funded pension scheme

Discount on Bridgestone tyres

Company car

Job summary

Webfleet is seeking a Partner Acquisition & Ecosystem Manager to identify, recruit, onboard and activate new partners while expanding our strategic ecosystem across the DACH region. You will collaborate with Sales, Product, Marketing, and Operations to ensure partnerships become a core pillar of our go-to-market strategy.

In this high-impact role you will build a robust partner pipeline, lead negotiations, and drive onboarding, ensuring partners can effectively introduce Webfleet solutions to

Qualifications

• Proven experience in partner acquisition, business development, alliances, channel recruitment, ecosystem development, or indirect sales.
• Demonstrated success in identifying and signing new business partners.
• Strong commercial mindset with outstanding negotiation and relationship-building skills.
• Ability to engage and influence senior decision-makers both internally and externally.
• Experience developing business cases, partnership strategies, and growth plans.
• Excellent communication and presentation skills in German and English.

Responsibilities

• Identify, prospect, qualify, and recruit new reseller, referral, alliance, and ecosystem partners aligned with Webfleet's strategic priorities.
• Develop targeted partner acquisition plans across key industries and market segments.
• Build and maintain a robust pipeline of prospective partners.
• Lead commercial discussions, business case development, and partnership negotiations.
• Secure executive sponsorship and commitment from prospective partners.
• Drive the contracting, onboarding, and activation of newly recruited partners.
• Ensure newly recruited partners are equipped to successfully introduce Webfleet solutions to their customers.
• Identify new routes to market and strategic partnership opportunities that expand Webfleet's reach and customer value proposition.
• Develop joint value propositions and go-to-market initiatives with ecosystem partners.
• Collaborate with Product and Technology teams to identify integration and innovation opportunities that strengthen the Webfleet ecosystem.
• Act as an ambassador for the partner ecosystem within Bridgestone Mobility Solutions.
• Work closely with Sales, Enterprise, Product, Marketing, Operations, Customer Success, and Sales Engineering teams to align partnership opportunities with business priorities.
• Ensure successful handover of activated partners to the Channel Management organization for ongoing management and development.
• Share market insights, competitive intelligence, and ecosystem trends to support strategic decision-making.
• Contribute to the execution of Webfleet's European partner and ecosystem strategy.
• Monitor industry trends, emerging business models, and competitive ecosystem developments.
• Identify strategic gaps and white-space opportunities in the market.
• Recommend new partnership opportunities that can accelerate growth and increase market relevance.
• Help position Webfleet as the preferred fleet management platform within the wider mobility ecosystem.
• Consistently recruit high-quality strategic partners.
• Expand Webfleet's ecosystem footprint and market coverage.
• Generate new partner-led business opportunities.
• Reduce dependency on direct acquisition through the creation of scalable partner channels.
• Accelerate the activation of new partners and routes to market.
• Strengthen Webfleet's position within the broader mobility and fleet technology ecosystem.

Skills

Partner acquisition

Business development

Alliances & ecosystem

Channel recruitment

Negotiation skills

Stakeholder influence

German & English fluency

Job description

Shape the Future of Webfleet's Partner Ecosystem

At Webfleet, we believe our future growth will increasingly be driven through partnerships, alliances, and ecosystem relationships.

To accelerate this transformation, we are looking for a highly motivated Partner Acquisition & Ecosystem Manager to identify, recruit, onboard, and activate new partners while expanding Webfleet's strategic ecosystem across DACH region.

This is a high-impact growth role focused on creating new routes to market and building strategic partnerships that drive long-term business success. You will work closely with Sales, Enterprise, Product, Marketing, Operations, Customer Success, and Sales Engineering teams to ensure partnerships become a key pillar of our go-to-market strategy.

If you enjoy opening doors, building relationships, influencing stakeholders, and creating new business opportunities from the ground up, this role is for you.

Here's a little taste of your challenge:

Partner Acquisition & Recruitment

• Identify, prospect, qualify, and recruit new reseller, referral, alliance, and ecosystem partners aligned with Webfleet's strategic priorities.
• Develop targeted partner acquisition plans across key industries and market segments.
• Build and maintain a robust pipeline of prospective partners.
• Lead commercial discussions, business case development, and partnership negotiations.
• Secure executive sponsorship and commitment from prospective partners.
• Drive the contracting, onboarding, and activation of newly recruited partners.
• Ensure newly recruited partners are equipped to successfully introduce Webfleet solutions to their customers.

Ecosystem Development

• Build relationships with technology companies, system integrators, leasing organizations, mobility providers, fleet service companies, OEMs, insurance providers, consultancies, and industry associations.
• Identify new routes to market and strategic partnership opportunities that expand Webfleet's reach and customer value proposition.
• Develop joint value propositions and go-to-market initiatives with ecosystem partners.
• Collaborate with Product and Technology teams to identify integration and innovation opportunities that strengthen the Webfleet ecosystem.

Internal Collaboration & Strategic Alignment

• Act as an ambassador for the partner ecosystem within Bridgestone Mobility Solutions.
• Work closely with Sales, Enterprise, Product, Marketing, Operations, Customer Success, and Sales Engineering teams to align partnership opportunities with business priorities.
• Ensure successful handover of activated partners to the Channel Management organization for ongoing management and development.
• Share market insights, competitive intelligence, and ecosystem trends to support strategic decision-making.
• Contribute to the execution of Webfleet's European partner and ecosystem strategy.

Market Intelligence & Strategic Growth

• Monitor industry trends, emerging business models, and competitive ecosystem developments.
• Identify strategic gaps and white-space opportunities in the market.
• Recommend new partnership opportunities that can accelerate growth and increase market relevance.
• Help position Webfleet as the preferred fleet management platform within the wider mobility ecosystem.

What Success Looks Like

In this role, you will:

• Consistently recruit high-quality strategic partners.
• Expand Webfleet's ecosystem footprint and market coverage.
• Generate new partner-led business opportunities.
• Reduce dependency on direct acquisition through the creation of scalable partner channels.
• Accelerate the activation of new partners and routes to market.
• Strengthen Webfleet's position within the broader mobility and fleet technology ecosystem.

Who Are You?

There is no single path to becoming a successful Partner Acquisition & Ecosystem Manager. However, successful candidates will typically bring the following:

Experience & Skills

• Proven experience in partner acquisition, business development, alliances, channel recruitment, ecosystem development, or indirect sales.
• Demonstrated success in identifying and signing new business partners.
• Strong commercial mindset with outstanding negotiation and relationship-building skills.
• Ability to engage and influence senior decision-makers both internally and externally.
• Experience developing business cases, partnership strategies, and growth plans.
• Excellent communication and presentation skills in German and English.
• Strong networking skills and the ability to open new opportunities from scratch.
• Self-starter with a proactive and entrepreneurial mindset.
• Comfortable working across multiple functions without direct authority.

Preferred Experience

• Experience in SaaS, software, telematics, mobility, transportation, automotive, IoT, fleet management, or technology industries.
• Understanding of indirect sales models and partner ecosystems.
• Experience working with resellers, distributors, system integrators, leasing companies, OEMs, technology partners, or consulting firms.
• Familiarity with APIs, integrations, and connected technology solutions.

Why This Role Matters

Partnerships and ecosystems will be central to Webfleet's future growth strategy. The Partner Acquisition & Ecosystem Manager will play a critical role in identifying the next generation of growth partners, creating new market opportunities, and expanding Webfleet's influence across the mobility ecosystem.

This is an opportunity to shape the future of our partner network, accelerate market expansion, and help define how Webfleet grows in the years ahead.

Let's not forget the good stuff!

• 30 annual leave days.
• 500 euros gross to set up your home office
• Birthday off and volunteering time off
• Unlimited access to LinkedIn learning.
• Employee Assistance Program.
• Access to Gofluent platform to learn new languages.
• Support for childcare costs.
• 100% employer-funded pension scheme.
• Discount on Bridgestone tyres.
• Company car;

Who are we?

Webfleetis Bridgestone's globally trusted fleet management solution. More than 50,000 businesses across the world use it to improve fleet efficiency, support drivers, boost safety, stay compliant and work more sustainably. For more than 25 years it has been empowering fleet managers with data-driven insights that help them optimize their operations.

Webfleet contributes towards the delivery of The Bridgestone E8 Commitment. This broad, global corporate commitment clearly defines the value Bridgestone is promising to deliver to society, customers and future generations in eight focus areas: Energy, Ecology, Efficiency, Extension, Economy, Emotion, Ease and Empowerment. These provide a compass to guide strategic priorities, decision making, and actions throughout every area of the business.

More information at: webfleet.com. Follow us on X: @WebfleetNews and LinkedIn @Webfleet. For more information on Bridgestone corporation visit Bridgestone.com or the Bridgestone Newsroom.

We are an equal-opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status.

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