• Define the ecosystem of potential partners & develop the value proposition for how AtoB can add value to the partner and the prospective customer • Identify, prospect, and close new channel partners across key verticals for our Fuel Card and Payment products, establishing KPIs that will determine the ultimate success of the partnerships • Drive customer acquisition and revenue for AtoB and its partners • Develop and drive channel strategy in concert with Product, Business Operations, Legal, Marketing, Sales, including opportunity sizing and resource prioritization • Lead strategic and complex negotiations to completion, engaging cross-functional teams and ensuring alignment across teams on deal terms • Understand and communicate market opportunities, market requirements, and partner feedback to a cross-functional team to inform product roadmap and prioritization