Business Development Lead, Channel Growth

Role Overview

• Recruit, onboard, and activate referral partners
• including agents, advisors, consultants, small VARs, and technology solution distributors
• Develop and expand relationships within technology solution distributors to drive agent engagement and pipeline generation
• Manage partner performance, drive time to first deal, and increase revenue contribution across the referral base
• Develop relationships with industry associations and buying groups to expand access to fleet customers
• Generate channel-sourced pipeline and support co-sell motions with internal sales teams
• Deliver partner training on fleet telematics, AI safety solutions, and operational ROI use cases

Requirements

• Bachelor’s degree in Business, Marketing, or related field
• 5 to 8 years of experience in channel sales, business development, or indirect revenue growth
• Prior experience recruiting and managing referral, reseller, or partner ecosystems, including technology solution distributors
• Experience working with industry associations, buying groups, or membership organizations preferred
• Experience supporting pipeline development, deal registration, and co-sell environments
• Experience operating in a high-growth, fast-paced environment with measurable revenue targets.

Benefits

• A supportive and engaging onboarding experience to ensure a smooth transition into our team.
• The opportunity to develop and grow, through training and regular mentorship.
• Corporate Social Responsibility activities.
• A truly global, dynamic and challenging work environment.
• Agility and work/life effectiveness and your long-term well-being.
• A diverse and inclusive team.