Fleet Partnership Manager

Job Responsibility:

This is an opportunity in the exciting and fast-growing transportation technology industry. Public transit is being transformed from a system of static, scheduled fixed-routes, to a dynamic on-demand network, and you'll be one of the pioneers shaping this transformation.

As a Fleet Partnership Manager, you'll collaborate closely with the VP, Partnerships. You will hold direct accountability for identifying, securing, onboarding, and nurturing relationships with new fleet partners. Additionally, you'll engage with existing partners to further enhance the promotion of RideCo's products within their transit agency and corporate B2B commuting clients.

This position will work cross-functionally with our sales, customer success, and marketing teams to increase our existing fleet partners' commercial success and to expand RideCo's reach within the fleet operator market and our targeted fleet operator verticals. Within the role, you will manage the service agreements, drive programs to enable our partners to become RideCo evangelists, establish marketing development programs, develop partner support tools and work with our sales team to drive our partners' commercial success and adoption of the RideCo platform by our fleet partners.

Your day-to-day responsibilities will include:

• Strategy : Develop a channel strategy focusing on market segment, geography, product, pricing objectives, and targeted fleet verticals.
• Account Management : Be directly involved in managing accounts that are driven through channel partnerships. This includes RFP review and contribution; Quarterly Business Reviews with partners; involvement in the implementation and roll out of services to the end client through direct involvement with the channel partners, RideCo team and end customer.
• Prospect and Qualify : Research and contact high-quality fleet partner prospects through various channels. Qualify opportunities that are catalyzed by partnerships. Map all key stakeholders within a fleet partner and document relationship status. Use of Salesforce.com to track all activity is required.
• Evangelize : Be there daily to support and drive a deal funnel through our fleet partners and win their hearts and minds.
• Educate : Understand potential fleet partners' pain points and articulate our value proposition by providing presentations, product demonstrations, case studies, and relevant content. Help potential partners and public transit clients in shaping RFP requirements before publication
• Customer Success : Work directly with the sales and customer success teams to provide cadenced updates on project status, KPIs, and recommendations. Field and resolve feedback from fleet partners on technology, service delivery, or support
• Grow Existing Fleet Partner Accounts : Execute our land-and-expand business model. Build broader relationships within existing partnerships across various departments and stakeholders. Convert pilots into full-scale deals. Convert at-scale deals into even larger deals through expansion to new areas and use cases for the transit agencies
• Collaborate : Engage with internal teams to address partners' questions and build proposals tailored to fleet operator/partner requirements. Collect insights or concerns from the market and feedback to marketing and product teams, to help continuously improve the product, content, and sales playbook. Document your activities in Salesforce.com
• Develop Collateral : Support joint proposals tailored to fleet partners or RFP requirements, adapting our existing proposal templates and leveraging help from team members to build customer-specific financial and operating models. Develop and execute marketing and advertising programs for and with our fleet partners. Work with marketing communications to develop tools and materials used to support fleet partner needs
• Win Deals : Coordinate all aspects of closing including contract review (with legal & finance), negotiating terms, and securing signatures
• Funnel Management : Build your own funnel of opportunities with fleet partners as the prime as well as opportunities that may be sole sourced and are technology only requirements within public transportation agencies and B2B corporations
• Other duties/projects as assigned.

Preferred Qualifications:

• Experience in the Transportation industry. You come from the transportation sector from a public transit agency, a fleet operator or in a role that you were in sales or partnership management to public transit or fleet operators. Previous SaaS experience is considered an asset. Your role was in Sales, Operations or as a General Manager. Ideally you have a background in all three areas.
• Technology Experience: You have a strong comprehension of technology and trends as it relates to the transportation industry. You are comfortable with articulating technology based value propositions.
• Proven track record in business development/sales in the fleet operations/transportation services market is critical. Success in selling enterprise software, SaaS, public transit, management consulting is also valued experience.
• Willing and able to travel to client sites at least 35% of working time , as needed. Travel to client sites for in-person meetings (at clients' or management's discretion) is an essential in this role
• Proposal experience and being able to synthesize and comprehend complex public sector transportation and technology RFPs is required.
• Education : Degree in business/marketing/economics or related discipline.
• Location : Remote - Canada or Waterloo, ON (If located in/near Waterloo, this posiiton will be hybrid)

Compensation and Benefits:

• Base Salary: $120K - $150K + performance-based bonus + stock options
• Work-Life Balance & Additional Perks: Flex-time work schedules, vacation time, bi-weekly catered lunches, social events, casual dress code
• Benefits Plan : Medical, dental, prescription, life/health spending accounts and more
• Work Environment: Located in KW's most desirable work space in the heart of Uptown Waterloo
• Commuter Program: Complimentary rides to and from work in Waterloo Region

Who we are:

RideCo powers on-demand transit. Public transit agencies and fleet operators use RideCo's cloud-based software platform to provide on-demand shared rides in dynamically routed buses and vans. RideCo is growing rapidly, and it is the most adopted cloud-based on-demand transit software among the ten largest cities in the United States. Our marquee clients include Philadelphia's SEPTA, Los Angeles Metro, San Antonio Metro, and Houston Metro.

RideCo's software powers a diverse range of use cases, including paratransit, residential/ suburban travel; first-mile-last-mile connections for transit hubs; and corporate employee transportation. The success of these services is supported by the industry's best customer service, including a 95% plus customer retention rate. We are investing to scale up and capture the growing demand for on-demand shared rides solutions.

RideCo is proud to be an equal-opportunity employer. We hire the best talent and strive to build a meritocratic culture. In accordance with the Accessibility for Ontarians with Disabilities Act, accommodations are available upon request for candidates taking part in all aspects of the selection process. If you require special accommodation to complete any portion of the application or interview process, please mention this in your application. #Li-Remote