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.
  • …