Channel Partner Acquisition Manager
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
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Develop and execute a channel recruitment strategy to identify, attract and onboard high-potential channel partners.
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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.
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Build and maintain a robust recruitment pipeline of prospective resellers, distributors, integrators and strategic partners.
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Ensure recruitment activity complements and strengthens the current channel, avoiding/minimising overlap or partner conflict.
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Lead partner recruitment activities, including prospecting, outreach, qualification, business case development and contract negotiation.
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Deliver new partner acquisition targets measured by partner signings, activation rates and revenue contribution.
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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
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Drive the end-to-end partner acquisition journey from initial engagement through to onboarding and first revenue generation.
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Develop partner business plans to ensure rapid time-to-value and early sales success.
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Accelerate partner activation by establishing clear launch plans, sales targets and development milestones.
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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.
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Monitor onboarding effectiveness and remove barriers that may delay partner productivity.
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Build strategic relationships with newly recruited partners to maximise engagement and long-term growth.
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Act as the primary contact during the critical first stages of partner development.
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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.
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Ensure partners are equipped with the tools, resources and support required to generate pipeline and win business.
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Track recruitment effectiveness through relevant KPIs.
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Maintain visibility of recruitment funnel health and forecast future partner acquisition opportunities.
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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?
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Commercially astute with strong negotiation skills.
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Excellent stakeholder management and relationship-building ability.
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Strong presentation and communication skills.
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Data-driven with the ability to analyse performance and identify growth opportunities.
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Self-motivated, highly organised and able to work independently.
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Collaborative approach with the ability to work across sales, marketing and operations.
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Comfortable navigating both traditional reseller models and emerging integration/service-based partnerships.
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Results-oriented with a strong hunting mindset.
- Proactive and resilient.
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Commercially driven and customer fo