Partner Development Manager

Since 1998, Lytx has led the video telematics industry using proprietary machine vision, artificial intelligence, and big data to protect and connect thousands of fleets and millions of drivers in more than 85 countries worldwide. At Lytx, you'll be a part something good - helping save lives on our roadways. 

The Partner Development Manager, ISV Ecosystem is responsible for establishing our integration and co-development partner strategy along with end-to-end engagement of Independent Software Vendor (ISV) partners. You will be responsible for defining, recruiting, and leading the ISV partner ecosystem to build a network of partner technologies that complement Lytx’s products and build integrations based on our market-leading Lytx video platform. Because of the work you'll do, more and more fleets will identify risk, stay safer, optimize efficiency and gain greater productivity. 

What you’ll do: 

• Partnership Strategy: Develop and execute a comprehensive strategy for identifying and engaging with ISVs that align with Lytx’s business objectives. 

• Assess New Markets: Evaluate new markets, align products with ideal market profiles, and identify and secure strategic business development opportunities. 

• Relationship Management: Build and maintain strong, mutually beneficial relationships with ISV partners, serving as the primary point of contact and advocating for these partnerships. 

• Partner Lifecycle Management: Oversee the entire partner lifecycle, from onboarding and training to deal support. Act as the primary relationship manager to develop business plans, forecasts, and maintain a channel sales quota. 

• Technical Integration: Facilitate technical integration conversations with mid-to-large size channel opportunities and ensure ISV partners can effectively leverage Lytx’s APIs and tools. 

• Go-to-Market Enablement: Define enablement strategies and joint go-to-market (GTM) processes to drive revenue growth and expand the reach of Lytx’s solutions. 

• Co-selling Enablement and Execution: Develop and drive mutual co-selling plans with annual revenue targets that ISV and Lytx sales teams’ will close together. 

• Cross-Functional Collaboration: Engage with internal and external stakeholders to create awareness, enablement, commercial and legal frameworks, sales penetration, and marketing presence needed for the success of strategic partnerships. 

• Market Research and Execution: Conduct market research and analysis, define the sell-through strategy, recruit channels, and execute joint GTM processes to drive global revenue from strategic partnerships. 

• Performance Tracking: Maintain sales status and data in CRM, and provide monthly reporting on activities and strategies to direct manager and other stakeholders. 

Qualifications & Experience:

• 10+ years of progressive partner or channel management experience in the B2B software industry. 

• Deep understanding of integration, co-development, co-market, and co-selling activities, across partner, channel, and direct sales. 

• Expertise in business development, partner operations, forecasting, pipeline management, and strategic planning. 

• Proven track record of exceeding sales targets and driving revenue growth in SaaS, cloud-based solutions, or enterprise software. 

• Excellent communication, negotiation, and presentation skills that effectively engage C-Level Executives 

• Exceptional negotiation, relationship-building, and communication skills. 

• Self-motivated, goal-oriented, and driven to succeed in a fast-paced, dynamic environment. 

• Proficiency in CRM software (e.g., Salesforce) and sales engagement tools is a plus. 

• Bachelor's degree in business, marketing, or a related field (MBA preferred).