Strategic Channel Partner Manager

MICHELIN Connected Fleet; Atlanta (GA); On-site; USD 110,000 - 140,000; Full time

Job summary

Michelin Connected Fleet in Atlanta is seeking a Partner Account Manager to manage indirect channel relationships with technology partners, telematics platforms, resellers, and related fleet providers. You will develop joint account plans, drive revenue growth, and advance opportunities through the sales cycle.

This role requires outstanding relationship-building, commercial judgment, and the ability to coordinate across sales, marketing, product, and customer success to deliver measurable

Qualifications

• Bachelor’s degree in Business, Marketing, Sales, or related field or equivalent experience.
• 5–10 years in partner account management, channel sales, partnerships, business development, or B2B sales.
• Proven ability to build trusted relationships with external partners and internal stakeholders.
• Experience managing a pipeline of complex opportunities and supporting deals through negotiation and closure.
• Strong commercial judgment and ability to identify and grow opportunities.
• Experience collaborating across sales, marketing, product, technical, and operations teams.
• Strong communication, presentation, negotiation, organizational, and project management skills.
• Experience using CRM platforms and maintaining forecasts, account plans, and reporting.
• Ability to manage multiple partner relationships in a dynamic, cross-functional environment.

Responsibilities

• Own day-to-day relationships with indirect channel partners, serving as the commercial contact and coordinating engagement across MCF stakeholders.
• Develop and execute partner account plans focusing on relationship growth, revenue, solution adoption, and strategic alignment.
• Maintain engagement with partner sales, marketing, product, and leadership to strengthen collaboration and growth.
• Identify opportunities to expand partnerships across new segments, use cases, geographic reach, and broader adoption of MCF solutions.
• Monitor partner engagement and performance to manage risks and momentum.
• Build and maintain a pipeline of partner-sourced and partner-influenced opportunities with clear next steps.
• Collaborate with partners and MCF sales to identify, qualify, advance, and close fleet opportunities.
• Provide hands-on deal support through strategy, stakeholder mapping, pricing, proposals, and negotiations.
• Coordinate internal resources to resolve barriers delaying deals.
• Support partner-led engagements, joint meetings, demos, and presentations to convey value of MCF solutions.
• Maintain accurate pipeline forecasts and partner activity reporting.

Skills

CRM experience

Communication

Negotiation

Project management

Sales pipeline

Education

Bachelor’s degree in Business/Marketing/Sales

Tools

Salesforce

CRM systems

Job description

Michelin Connected Fleet in Atlanta is seeking a Partner Account Manager to manage indirect channel relationships with technology partners, telematics platforms, resellers, and related fleet providers. You will develop joint account plans, drive revenue growth, and advance opportunities through the sales cycle.

This role requires outstanding relationship-building, commercial judgment, and the ability to coordinate across sales, marketing, product, and customer success to deliver measurable