Partner Manager - Logistics & Transportation

DTN is a global leader providing insights and analytics to our customers to feed, fuel, and protect the world.  We help people make critical business decisions that impact the agriculture, oil and gas, trading, and weather industries.

It’s a difference you’ve likely felt without even knowing it. From the food on your plate to the gas in your car to the last flight you took, chances are a DTN customer made it possible. And that’s just for starters. That’s why we say, “When our customers prosper, we all win.”

Job Description:

DTN, a leader in operational intelligence solutions, is seeking a dynamic Partner Manager to spearhead our expansion in the logistics and transportation industry. This role will focus on leveraging our proprietary road condition monitoring technology to revolutionize safety, productivity, and cost-efficiency for fleet operations.

What you will be responsible for:

• Partnership Development and Management
  • Build and nurture strategic partnerships with key players in the logistics and transportation sector, particularly TMS (Transportation Management System) solution providers.
  • Identify and pursue high-value partnership opportunities that align with DTN's growth objectives in the transportation industry.
  • Develop a robust partner ecosystem to expand DTN's 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.
  • Collaborate with internal teams to ensure seamless integration of DTN's road condition monitoring technology with partner solutions.
  • 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 logistics and transportation 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 DTN's 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
  • Design and deliver comprehensive training programs to educate partner sales teams on DTN's road condition monitoring technology and its applications in the logistics and transportation industry.
  • Create and maintain up-to-date sales collateral, case studies, and technical documentation to support partner selling efforts.
  • 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 logistics, transportation, 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 CRM and partner management tools.

What you can expect from DTN:

• Competitive Salary
• Unlimited PTO
• Collaborative and dynamic work environment.
• Flexible working hours
• Remote work model
• 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 $117,000 and $155,000. 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.

At DTN, you'll be at the forefront of innovation, helping shape the future of the transportation industry. Our technology drives operational efficiencies while contributing to a more sustainable future. Join a team that values both economic success and the well-being of our planet, making a real difference in how the world moves goods safely and efficiently. If you're ready to lead transformative partnerships, drive impactful change, and contribute to the growth of our partner ecosystem in the logistics and transportation sector, we want to hear from you.

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Why DTN?

OUR VISION: To be the independent, trusted source of insights to our customers who feed, protect, and fuel the world. 

OUR MISSION: Empower our customers with intelligent and actionable insights that exceed their expectations and enable their success on a daily basis. 

OUR VALUES: Customer-Focused, Forward-Thinking, People-Centric, Solution-Oriented

We have great benefits at DTN – apply today to find out more! 

At DTN, we are an equal opportunity employer. Come join us as we help feed, fuel, and protect the world!

** DTN is an Equal Opportunity Employer Minorities/Women/Veterans/Disabled