Channel Partner Acquisition Manager

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.

• 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.

• 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 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: @WebfleetNews and LinkedIn @Webfleet. For more information on Bridgestone corporation visit Bridgestone.com or the Bridgestone Newsroom.  

Want to join us?
If that’s a yes, please apply and upload your CV (In English)

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.