Channel Partner Manager

About PrePass

PrePass® is North America's most trusted weigh station bypass and toll management platform. We’re transforming how the transportation industry operates—creating solutions that keep trucks moving safely, efficiently, and compliantly. This means making bold decisions and building systems that support not only fleets but the broader economy. It all starts with enabling commercial vehicles to keep rolling with seamless toll management, weigh station bypass, and safety solutions. It’s what we do best, and we do it to meet the demands of the road every day.

That’s why people join us: our solutions are implemented in real-time, on highways and interstates across the nation, helping fleets go farther, faster. This work challenges and rewards, presenting complex problems that need ambitious answers. We hire bold thinkers with a heart for impact, a passion for progress, and the optimism to shape the future of transportation.

Position Description

The Channel Partner Manager will be integral to the success of the business and will report to the Vice President of Business Development. This role is a combination of channel sales development and business development, responsible for driving channel and indirect revenue lines for the overall PrePass organization. You will collaborate with a broad range of finance and subject matter experts, information technology engineers, and business partners. In this position, you will represent the company to channel partners, trucking industry clients, C-Level executives, and regulatory organizations. Additionally, the Channel Partner Manager will represent the company to other outside parties, such as industry associations.

Responsibilities

• Identify, recruit, and onboard new channel partners within assigned territory.
• Support sales activities of partners and internal sales staff to generate revenue.
• Coordinate with partners to create an execute business plans to meet sales goals.
• Analyze market trends and develop sales plans to increase brand awareness.
• Evaluate partner sales performance and recommend improvements.
• Educate partners about product portfolios and complementary services offered.
• Address partner-related issues, sales conflicts, and pricing issues in a timely manner.
• Manage sales pipeline, forecast monthly sales, and identify new business opportunities.
• Develop positive working relationships with partners to build business.
• Stay current with the latest developments in the marketplace and competitor activities.
• Communicate up-to-date information about new products and enhancements to partners.
• Develop process improvements to optimize partner management activities.
• Work with partners to develop sales proposals, quotations, and pricing.
• Recommend and implement best practices and policies that establish a high standard for performance in the channel sales function of the company.
• Deliver customer presentations and attend sales meetings and partner conferences.
• Assist in partner marketing activities, including tradeshows, campaigns, and other promotional efforts arranged by Marketing.
• Partner with company subject matter experts during presentations and channel sales efforts.
• Other duties as assigned.

Requirements

Qualifications

• Bachelor’s degree in business or related field is preferred.
• 5+ years of channel sales or sales management experience.
• Ability to travel 20%-40%.
• Experience within the transportation or supply chain industry strongly preferred.
• Capable of mastering the company's service and technology offerings.
• Highly proficient in using CRMs.
• Results-oriented and highly effective at applying consultative channel sales skills.
• Proven track record and career progression within sales and product development.
• Experience in start-ups or spin-offs for both large and small companies.
• Active in professional industry associations and able to build influential relationships within the trucking industry.
• Experience with cross-selling multiple business lines.
• Highly motivated, entrepreneurial mindset with a desire to grow the company's business.
• Experience utilizing metrics to drive business decisions and communicate opportunities for cost controls, optimization of operations, and customer-service strategies.
• Process-oriented with a track record of developing a deal evaluation process to ensure sound business decisions.
• Strong communication and analytical skills.
• Excellent oral and written communication, presentation, interpersonal, and negotiation skills.
• Solid interpersonal skills: curious by nature, a good listener with a natural consultative style.
• Strong problem-solving and consulting skills.
• Highly ethical, customer-focused, and sharp business acumen.

Benefits

How We Will Take Care of You

• Robust benefit package that includes medical, dental, and vision that start on date of hire.
• Paid Time Off, to include vacation, sick, holidays, and floating holidays.
• 401(k) plan with employer match.
• Company-funded “lifestyle account” upon date of hire for you to apply toward your physical and mental well-being (i.e., ski passes, retreats, gym memberships).
• Tuition Reimbursement Program.
• Voluntary benefits, to include but not limited to Legal and Pet Discounts.
• Employee Assistance Program (available at no cost to you).
• Company-sponsored and funded “Culture Team” that focuses on the Physical, Mental, and Professional well-being of employees.
• Community Give-Back initiatives.
• Culture that focuses on employee development initiatives.