Channel Partner Acquisition Manager

Bridgestone Mobility Solutions; United States; Remote; USD 95,000 - 140,000; Full time

Benefits offered by this job

30 annual leave days

€500 gross to set up home office

Birthday off and volunteering time off

Unlimited access to LinkedIn learning

Employee Assistance Program

Gofluent access

Childcare cost support

100% employer-funded pension

Discount on Bridgestone tyres

Company car

Job summary

Webfleet is seeking a Channel Partner Acquisition Manager to drive recruitment, activation and ongoing development of a global partner network. You will map markets, engage software integrators and solution providers, and lead negotiations to build a scalable channel capable of end-to-end solutions.

You will design partner plans, establish launch targets, ensure training, and monitor onboarding. This is a dynamic, growth-focused role in a fast-paced team.

Qualifications

• Commercially astute with strong negotiation skills.
• Excellent stakeholder management and relationship-building ability.
• Strong presentation and communication skills.
• Data-driven with the ability to analyse performance and identify growth opportunities.
• Self-motivated, highly organised and able to work independently.
• Collaborative approach with the ability to work across sales, marketing and operations.
• Comfortable navigating reseller models and emerging partnerships.

Responsibilities

• Develop and execute a channel recruitment strategy to identify, attract and onboard high-potential channel partners.
• Map target markets, industries and territories to identify potential channel partners aligned with growth strategy.
• Build and maintain a robust recruitment pipeline of prospective resellers and partners.
• Lead partner recruitment activities, including prospecting, outreach, qualification, and contract negotiation.
• Drive end-to-end partner acquisition journey from engagement to onboarding and revenue generation.
• Develop partner business plans for rapid time-to-value and early sales success.
• Accelerate partner activation with launch plans, sales targets and milestones.
• Ensure training and certifications for operational readiness (API/connector knowledge, interoperability).
• Monitor onboarding effectiveness and remove barriers to productivity.
• Build strategic relationships with new partners for long-term growth.
• Identify opportunities to expand partner capabilities and service delivery.
• Provide market insights and channel growth recommendations to leadership.
• Track recruitment KPIs and maintain funnel visibility.

Skills

Negotiation

Stakeholder management

Presentation

Data-driven

Self-motivated

Highly organized

Cross-functional

Collaboration

Hunter mindset

Customer focus

Fast-paced

Job description

At Webfleet, we are the global leader in connected mobility solutions, helping businesses improve fleet performance, increase efficiency, and drive a more sustainable future through data-driven technology. As we continue to grow, we are looking for an ambitious and results-oriented Channel Partner Acquisition Manager to join our Sales team and play a key role in expanding the BPP partner network to boost sales activities. Regaining and expanding market share in the sales partner segment.

Here's a little taste of your challenge:

Channel Partner Identification & Recruitment

• Develop and execute a channel recruitment strategy to identify, attract and onboard high-potential channel partners.

• Proactively map target markets, industries and territories to identify potential channel partners aligned with business growth strategy including software integrators, TMS/ERP/GMAO vendors and solution providers, not limited to traditional hardware resellers.

• Build and maintain a robust recruitment pipeline of prospective resellers, distributors, integrators and strategic partners.

• Ensure recruitment activity complements and strengthens the current channel, avoiding/minimising overlap or partner conflict.

• Lead partner recruitment activities, including prospecting, outreach, qualification, business case development and contract negotiation.

• Deliver new partner acquisition targets measured by partner signings, activation rates and revenue contribution.

• Prioritise partners capable of delivering end-to-end, integrated solutions (data, software, services) as a key differentiator in a market shifting from hardware to service-led value.

Partner Acquisition, Activation and Development

• Drive the end-to-end partner acquisition journey from initial engagement through to onboarding and first revenue generation.

• Develop partner business plans to ensure rapid time-to-value and early sales success.

• Accelerate partner activation by establishing clear launch plans, sales targets and development milestones.

• Ensure new partners complete required training and certifications to achieve operational readiness — including technical integration capabilities (API/connector knowledge, TMS/ERP interoperability) where relevant to the partner’s solution offering.

• Monitor onboarding effectiveness and remove barriers that may delay partner productivity.

• Build strategic relationships with newly recruited partners to maximise engagement and long-term growth.

• Act as the primary contact during the critical first stages of partner development.

• Identify opportunities to expand partner capabilities, territories and solution portfolios — particularly around service delivery (installation, maintenance, support) as fleet customers increasingly value ongoing service over one-off hardware sales.

• Ensure partners are equipped with the tools, resources and support required to generate pipeline and win business.

• Track recruitment effectiveness through relevant KPIs.

• Maintain visibility of recruitment funnel health and forecast future partner acquisition opportunities.

• Provide regular market insight and channel growth recommendations to leadership, including on emerging integration and service-based business models within the partner ecosystem.

Who are You?

• Commercially astute with strong negotiation skills.

• Excellent stakeholder management and relationship-building ability.

• Strong presentation and communication skills.

• Data-driven with the ability to analyse performance and identify growth opportunities.

• Self-motivated, highly organised and able to work independently.

• Collaborative approach with the ability to work across sales, marketing and operations.

• Comfortable navigating both traditional reseller models and emerging integration/service-based partnerships.

• Results-oriented with a strong hunting mindset.

• Proactive and resilient.

• Commercially driven and customer focused.

• Comfortable operating in a fast-paced growth environment.

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?

Webfleet is 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 optimise 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.