Channel Account Manager

Partner Account Manager, Indirect Channel
Position Overview

Michelin Connected Fleet (MCF) is expanding its indirect channel to accelerate growth through strategic technology partners, telematics platforms, resellers, and complementary fleet solutions providers. The Partner Account Manager will play a key role in developing and executing this strategy by managing existing partner relationships, identifying opportunities for mutual growth, and driving commercial execution across the indirect channel.

This role is responsible for strengthening partner engagement, expanding adoption of MCF solutions, developing joint sales opportunities, and assisting with deal progression and closure. Working cross‑functionally with internal sales, marketing, product, integration, and customer success teams, the Partner Account Manager will serve as a primary point of contact for assigned partners and help translate strategic partnerships into measurable pipeline, bookings, and recurring revenue.

The ideal candidate combines strong relationship management, commercial acumen, and sales execution skills with the ability to navigate complex partner ecosystems and collaborate across organizations to drive shared business outcomes.

Key Responsibilities
Partner Relationship Management & Growth

Own day‑to‑day relationships with assigned indirect channel partners, serving as a trusted commercial contact and coordinating engagement across relevant MCF stakeholders.

Develop and execute partner account plans focused on relationship development, revenue growth, solution adoption, and long‑term strategic alignment.

Maintain consistent engagement with partner sales, marketing, product, and leadership teams to strengthen collaboration and identify opportunities for mutual growth.

Identify opportunities to expand existing partnerships through new customer segments, additional use cases, expanded geographic reach, and broader adoption of MCF solutions.

Monitor partner engagement, performance, and business priorities to identify risks, address obstacles, and maintain momentum.

Build and maintain a qualified pipeline of partner‑sourced and partner‑influenced opportunities, with clear next steps, ownership, and expected commercial outcomes.

Work directly with partners and MCF sales teams to identify, qualify, advance, and close fleet opportunities.

Provide hands‑on deal support throughout the sales cycle, including opportunity strategy, stakeholder mapping, solution positioning, pricing coordination, proposal development, commercial negotiations, and closing activities.

Coordinate internal resources to resolve technical, contractual, operational, or commercial barriers that could delay or prevent deal closure.

Support partner‑led customer engagements, joint sales meetings, demonstrations, and presentations to communicate the value of MCF solutions.

Maintain accurate pipeline forecasts, opportunity updates, and partner activity reporting to support business reviews and revenue planning.

Partner Enablement & Joint Go‑to‑Market

Enable partners to effectively position, sell, and support MCF solutions through training, sales collateral, product education, and ongoing commercial guidance.

Collaborate with Channel Marketing to develop partner‑specific campaigns, sales enablement initiatives, events, and joint go‑to‑market activities.

Identify opportunities to integrate MCF solutions into partner platforms, marketplaces, and existing customer offerings.

Support partner onboarding and the execution of commercial agreements, program requirements, and joint business plans.

Gather partner feedback and communicate market needs, competitive insights, and product opportunities to the appropriate internal teams.

Cross‑Functional Collaboration

Coordinate with direct sales, indirect channel leadership, marketing, product, integrations, legal, operations, and customer success to advance partner opportunities and deliver a consistent customer experience.

Facilitate communication and alignment between MCF and partner stakeholders to ensure clear ownership, timely follow‑up, and effective execution.

Support resolution of integration, data access, implementation, and product‑related challenges affecting partner growth or customer opportunities.

Contribute to strategic initiatives that strengthen MCF’s broader technology and commercial ecosystem, including telematics platforms, reseller networks, and complementary fleet technology providers.

Business Performance & Continuous Improvement

Track partner performance against established pipeline, bookings, revenue, engagement, and growth objectives.

Prepare regular partner updates, business reviews, and performance summaries highlighting progress, opportunities, risks, and recommended actions.

Identify repeatable processes and best practices that improve partner productivity, opportunity conversion, and channel scalability.

Share market intelligence and partner feedback to inform channel strategy, commercial priorities, and future growth initiatives.

Qualifications & Experience

Bachelor’s degree in Business, Marketing, Sales, or a related field, or equivalent relevant professional experience.

5 - 10 years' experience in partner account management, channel sales, strategic partnerships, business development, or B2B sales.

Demonstrated ability to build trusted relationships with external partners and internal stakeholders.

Experience managing a pipeline of complex commercial opportunities and supporting deals through negotiation and closure.

Strong commercial judgment, including the ability to identify expansion opportunities and develop plans to grow existing business.

Experience collaborating across sales, marketing, product, technical, and operational teams.

Strong communication, presentation, negotiation, organizational, and project management skills.

Experience using CRM platforms and maintaining accurate pipeline forecasts, account plans, and performance reporting.

Ability to manage multiple partner relationships and opportunities in a dynamic, cross‑functional environment.

Preferred Qualifications

Experience in the commercial fleet, transportation, telematics, connected vehicle, SaaS, or fleet technology industries.

Experience working with reseller networks, technology alliances, OEMs, software platforms, or channel partners.

Familiarity with partner‑led and co‑sell sales motions, marketplace ecosystems, APIs, and technology integrations.

Understanding of commercial fleet operations, fleet maintenance, tire management, TPMS, or predictive analytics.

Experience developing joint business plans, partner enablement programs, and collaborative go‑to‑market initiatives.

Key Measures of Success
Success in this role will be measured by the ability to translate strong partner relationships into measurable commercial growth, including:

Partner engagement and retention: Strength and consistency of relationships, partner satisfaction, and sustained engagement.

Pipeline development: Growth in qualified partner‑sourced and partner‑influenced opportunities.

Bookings and revenue: Contribution to channel bookings, recurring revenue, and overall commercial targets.

Expansion and deal closure: Successful advancement of existing opportunities, expansion within partner accounts, and improved opportunity conversion.

Partner productivity: Increased partner enablement, sales engagement, and effectiveness in positioning MCF solutions.

Cross‑functional execution: Effective coordination of internal resources to remove barriers, accelerate sales cycles, and support successful customer outcomes.

Role Impact
The Partner Account Manager will help scale MCF’s indirect channel by turning strategic relationships into productive commercial partnerships. Through disciplined account management, proactive opportunity development, and hands‑on deal execution, this individual will contribute directly to pipeline growth, bookings, and recurring revenue while strengthening MCF’s position within the broader connected fleet technology ecosystem.

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