Strategic Sales Director

October 10

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Element Fleet Management

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Transport

Element Fleet Management is a leading company in North America, Australia, and New Zealand, providing comprehensive fleet management services. They offer an end-to-end suite of solutions that cover the entire lifecycle of fleet operations, from planning and acquiring vehicles to optimizing fleets and maximizing investments. With 1. 5 million vehicles under management and 4,100 clients, Element Fleet Management delivers tailored solutions to meet the unique needs of various industries. They focus on reducing fleet costs and risks while improving productivity through data-driven decisions and innovative mobility solutions, such as electric vehicle management and fleet connectivity. Element is committed to sustainability and promoting diversity, equity, and inclusion.

1001 - 5000 employees

🚗 Transport

💰 $125M Post-IPO Equity on 2014-03

📋 Description

• Delivering Revenue Through Partner Ecosystem(s) • Shape and execute Element’s channel strategy to scale with market and partner needs. • Act as the Commercial subject matter expert for revenue ecosystems, structuring high-value relationships and generating direct and indirect new revenue opportunities for the Element Sales and Relationship Management teams. • Help define and manage governance structures for strategic revenue partnerships, ensuring clarity on shared KPIs, opportunity oversight, and growth roadmaps in partnership with Product, Marketing and Commercial Leadership. • Drive commercial alignment between partner solutions and Element’s sales motions for direct U.S. and Canadian teams, in close collaboration and engagement with SVP of Sales, senior Commercial leadership, Commercial Excellence, Product, Operations and other applicable teams on the overall strategy and approach on key activities. • Embed partner-led revenue strategies into the cadence of Element’s Core, Government, Mega and SME client pursuit and retention models. • Co-own pipeline generation with Sales and Relationship Management MDs and VPs, ensuring visibility, accountability, and progression of co-sell initiatives. • Drive cross-functional collaboration across Sales, Product, Technology, and Marketing to operationalize scalable partner engagement. • Build a case to expand a high-performing team (direct or matrixed) to support the partnerships lifecycle. • Act as a strategic thought leader for Element in the external marketplace—contributing to public positioning, conference speaking, and partner communications. • Analyze and anticipate fleet and mobility market shifts, ensuring Element’s partner strategy evolves ahead of demand. • Deliver clear, data-backed insights to the SVP of Sales, CCO, and Executive Leadership Team on the impact of partnership strategies.

🎯 Requirements

• 10+ years of progressive experience in business development, strategic partnerships, or enterprise sales. • Strong Mobility, Fleet, Fintech and / or Technology industry experience. • Demonstrated understanding of how to build and scale strategic partnerships or indirect sales models in a complex B2B ecosystems (mobility, fleet, fintech, tech). • Deep commercial acumen preferably with knowledge of Canadian and U.S. public and private sector landscapes. • Strong executive presence, with the ability to build trust at C-suite levels within both Element and partner organizations. • Experience leading through influence in matrixed, global organizations. • Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred. • Access to major airport hub strongly preferred and ability to travel up to 40% of the time.

🏖️ Benefits

• A culture of innovation, empowerment, decision-making, and accountability • Comprehensive health and welfare benefits that serve the needs of you and your family and foster a culture of wellness • Additional benefits and amenities, including paid time-off programs (vacation, sick leave, and holidays)