Strategic Partnerships Manager

Bridgestone Mobility Solutions; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

25 annual leave days

Work from home

Home office setup stipend

Work abroad 40 days/year

Birthday off & volunteering time off

LinkedIn Learning access

Employee assistance program

Health insurance reimbursement up to 1

Health insurance reimbursement up to 1

Go Fluent language platform

CALM app access

Mortgage advice

Pension scheme

Perkbox discounts

Job summary

Webfleet is seeking a Strategic Partnerships Manager to strengthen and expand our ecosystem across fleet, mobility and transportation industries. This role focuses on building long-term partnerships that create value for joint customers and drive business growth.

You will own relationships with key existing partners while identifying and developing new strategic partnerships across the fleet ecosystem, working with Sales, Product, Technology and Marketing to drive revenue, increase integration

Qualifications

• 5+ years of experience in the commercial vehicle fleet ecosystem.
• Strong negotiation skills and ability to identify and develop business opportunities.
• Excellent stakeholder management and relationship-building skills, including senior and executive levels.

Responsibilities

• Own and develop relationships with existing strategic and integration partners, primary contact for ecosystem partners.
• Build executive-level relationships across fleet, mobility and transportation tech sectors.
• Conduct regular business reviews, establish joint objectives and ensure partner engagement and performance.
• Identify opportunities to increase integration adoption, partner engagement and mutual revenue growth.
• Identify, qualify and acquire new strategic partners that complement Webfleet offering and create value for customers.
• Develop partnerships across key segments including Transportation Management Systems, Fleet Management Systems, data aggregation platforms, leasing, rental, insurance, fleet software, EV and mobility services.
• Create and execute partner acquisition strategies and develop compelling business cases for new opportunities.
• Lead commercial negotiations and establish mutually beneficial partnership agreements.
• Develop and deliver joint business plans with KPIs and growth targets.
• Generate pipeline and revenue via partner channels, integrations and co-marketing initiatives.
• Support partner-led customer acquisition, cross-sell and expansion opportunities.
• Collaborate with Product and Technology teams to identify and develop valuable integration opportunities.
• Champion expansion of Webfleet partner ecosystem to enhance customer value and market position.
• Collaborate with Sales on commercial opportunities from partnerships.
• Partner with Marketing on joint campaigns, events, webinars and co-marketing.
• Provide partner enablement, training and resources for successful collaboration.
• Act as internal advocate for strategic partners across Webfleet teams.
• Maintain understanding of trends in fleet management, telematics, mobility, logistics and transportation tech.
• Monitor competitor partnerships and identify growth opportunities.
• Represent Webfleet at industry events and partner meetings, building a global network.
• Manage partnership performance against KPIs such as pipeline, revenue, integration adoption and joint plans.

Skills

commercial vehicle fleet ecosystem

negotiation skills

stakeholder management

presentation & communication

Job description

At Webfleet , we are looking for a Strategic Partnerships Manager to strengthen and expand our ecosystem across the fleet, mobility and transportation industries. This is a highly commercial and strategic role focused on building long-term partnerships that create value for joint customers, strengthen our integration ecosystem and drive business growth.

You will own relationships with key existing partners while identifying and developing new strategic partnerships across the fleet ecosystem. Working closely with Sales, Product, Technology and Marketing, you will build mutually beneficial partnerships that generate new revenue opportunities, increase integration adoption and expand Webfleet’s presence across the market.

This role is ideal for someone who combines strong commercial skills with a deep understanding of the fleet and mobility ecosystem, has an established industry network, and is able to build and grow strategic relationships at executive level.

What you’ll do

• Own and develop relationships with existing strategic and integration partners, acting as the primary point of contact for key ecosystem partners.

• Build strong executive-level relationships across the fleet, mobility and transportation technology sectors.

• Conduct regular business reviews, establish joint objectives and ensure strong partner engagement and performance.

• Identify opportunities to increase integration adoption, partner engagement and mutual revenue growth.

• Identify, qualify and acquire new strategic partners that complement the Webfleet offering and create additional value for customers.

• Develop partnerships across key segments including Transportation Management Systems (TMS), Fleet Management Systems (FMS), data aggregation platforms, leasing, rental, insurance, fleet software, EV and mobility services.

• Create and execute partner acquisition strategies and develop compelling business cases for new partnership opportunities.

• Lead commercial negotiations and establish mutually beneficial partnership agreements.

• Develop and deliver joint business plans with strategic partners, with clear commercial objectives, KPIs and growth targets.

• Generate pipeline and revenue opportunities through partner channels, integrations and collaborative go-to-market initiatives.

• Support partner-led customer acquisition, cross-sell and expansion opportunities.

• Work closely with Product and Technology teams to identify, prioritise and develop valuable integration opportunities.

• Champion the continued expansion of the Webfleet partner ecosystem to enhance customer value and strengthen our market position.

• Collaborate with Sales to maximise commercial opportunities generated through strategic partnerships.

• Partner with Marketing on joint campaigns, events, webinars and other co-marketing initiatives.

• Provide partner enablement, training and resources to support successful collaboration and commercial growth.

• Act as the internal advocate for strategic partners, ensuring alignment and visibility across relevant Webfleet teams.

• Maintain a strong understanding of trends across fleet management, telematics, mobility, logistics and transportation technology.

• Monitor competitor partnerships and emerging ecosystem opportunities to identify new areas for growth.

• Represent Webfleet at industry events, conferences and partner meetings, building and maintaining a strong network across the fleet and mobility technology sectors.

• Manage partnership performance against agreed KPIs, including pipeline, revenue, integration adoption, partner retention and joint business plan delivery.

Who you are

• 5+ years of experience in the commercial vehicle fleet ecosystem , ideally within fleet management, telematics, mobility, transportation technology or related industries.

• Commercially astute, with strong negotiation skills and a proven ability to identify and develop business opportunities.

• Strong stakeholder management and relationship-building skills, with the ability to establish trusted relationships at all levels, including senior and executive stakeholders.

• Results-oriented, with a strong hunting mindset and a proactive approach to identifying, developing and converting new partnership opportunities.

• Strong presentation and communication skills, with the ability to articulate value propositions and influence internal and external stakeholders.

• Data-driven, with the ability to analyse partnership performance, identify growth opportunities and make commercially informed decisions.

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

• Self-motivated, highly organised and able to work independently, while maintaining a collaborative approach across Sales, Marketing, Product, Technology and Operations.

• Commercially driven and customer focused, with a strong understanding of how to create mutually beneficial outcomes for Webfleet, partners and joint customers.

• Proactive and resilient, with the ability to navigate complex stakeholder environments and drive initiatives from opportunity identification through to execution.

• Comfortable operating in a fast-paced, growth-oriented international environment.

Let’s not forget the good stuff!

• 25 annual leave days withoptionto buy up to10 days.

• Working from home.

• One-time payment to set up your home office.

• Chance to work abroad for 40 working days per year.

• Birthday off and volunteering time off.

• Unlimited Access to LinkedIn Learning.

• Employee Assistance Program.

• Reimbursement of health insurance to up 1750 GBP.

• Access toGofluentplatform to learn new languages.

• Free access to CALM (top mental health app).

• Mortgageadvices.

• Contributory pension scheme.

• Access toPerkboxplatform(discounts on shops, cinemas, restaurants…)

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 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:@WebfleetNewsand LinkedIn@Webfleet. For more information on Bridgestone corporation visitBridgestone.comor theBridgestone 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.