Partner Manager - Fuel Operations Hub

DTN a leader in operational decisioning solutions is seeking a dynamic Partner Manager to spearhead the expansion of our partner ecosystem in the refined fuels industry. This role will focus on leveraging partners to expand the value and accelerate the market penetration of DTNs Fuel Operations Hub. DTN is a market leader serving and integrating the supply chain across customer segments including traders terminal owners suppliers rack marketers and wholesale distribution.

What you will be responsible for:

Partnership Development and Management

• Grow and manage existing partner relationships to meet ambitious bookings and revenue objectives while leading ongoing co-innovation to expand the scope of the Fuel Operations Hub.

• Recruit and manage a focused group of value-add partners that expand DTN solutions co-sell resell and implement our integrated solutions.

• Identify and pursue high-value partnership opportunities that align with DTNs growth objectives in the refined fuels industry.

• Develop a robust partner ecosystem scalable programs and governance to expand DTNs market presence and drive revenue growth.

• Establish and maintain executive-level relationships with potential and existing partners.

Strategic Planning and Execution

• Create comprehensive business plans for each partnership outlining clear objectives revenue targets and implementation strategies.

• Align with DTN cross-functional resources to support partner solutions enablement and joint go-to-market plans.

• Collaborate with internal teams to ensure clear alignment of partnership priorities with DTN roadmap and business objectives.

• Develop and execute go-to-market strategies in conjunction with partners to maximize market penetration.

• Lead complex partnership negotiations ensuring mutually beneficial agreements that drive value for both parties.

Account Targeting and Pipeline Management

• Collaborate with partners to identify and prioritize high-value joint target accounts in the refined fuels sector.

• Develop and implement account-based marketing (ABM) strategies to effectively engage key decision-makers within target accounts.

• Establish and maintain a shared pipeline management process with partners ensuring clear visibility and alignment on opportunities.

• Regularly review and optimize the joint pipeline identifying areas for improvement and addressing any bottlenecks in the sales process.

Sales Cycle Support

• Coordinate with internal sales teams and partner organizations to provide comprehensive support throughout the sales cycle.

• Facilitate effective communication and information sharing between DTN and partner sales teams to maximize win rates.

• Develop and distribute sales enablement materials that highlight the combined value proposition of DTNs road condition monitoring technology and partner solutions.

• Organize and lead joint sales calls presentations and demonstrations to showcase the integrated offering to potential clients.

Performance Tracking and Optimization

• Implement a robust partner relationship management (PRM) system to track key performance indicators (KPIs) and measure the success of partner collaborations.

• Analyze partner sales data and pipeline metrics to identify trends opportunities and areas for improvement.

• Conduct regular business reviews with partners to assess performance against targets and adjust strategies as needed.

Partner Enablement

• Create and maintain up-to-date sales collateral case studies and technical documentation to support partner selling efforts.

• Lead partner and DTN enablement to optimize the performance of partner business plans.

• Establish a partner portal or knowledge base to provide easy access to resources pricing information and support materials.

What you will bring to the role:

• Proven track record in partner management or business development within the downstream refined fuels or SaaS industry.

• Exceptional relationship-building skills with the ability to engage and influence at the executive level.

• Strong business acumen and analytical skills to develop compelling value propositions and business cases.

• Experience in negotiating complex partnerships and driving tangible business outcomes.

• Excellent project management and organizational skills.

• Demonstrated ability to manage complex sales cycles and drive revenue growth through partnerships.

• Proficiency in Salesforce and partner management tools.

What you can expect from DTN:

• Competitive Salary

• Unlimited PTO

• Flexible working hours

• Remote work model (position dependent)

• Competitive Medical Dental and Vision Insurance Plans

• 6% 401K matching

• Unlimited access to 13k courses via learning platform to support employee career advancement

• Employee Assistance Program (EAP)
  

The targeted hiring base pay range for this position is between $120000 and $160000. DTN is a pay for performance organization which means there is the opportunity to advance your compensation with performance over time. The actual base pay offered for this position will be dependent upon many factors including but not limited to: prior work experience training/education transferable skills business needs internal equity and applicable laws. The targeted hiring base pay range is subject to change and may be modified in the future. This role may also be eligible for market competitive variable pay and benefits.

Recruitment Fraud Notice

DTN is aware of incidents where external parties have impersonated our organization issuing fraudulent communications and/or job offers. Please be advised that all legitimate communication from DTN will come from an official @ email address or through our Paradox AI automated scheduling platform (Talent IQ) and any offers are extended directly by our Talent Acquisition team following a formal interview process.

If you receive a suspicious message or offer claiming to be from DTN please do not engage. Report it as phishing or spam and contact our Talent Acquisition team at to verify the legitimacy of any communication.