What are the responsibilities and job description for the Business Development Lead, Channel Growth position at Bridgestone Americas?
Azuga, a Bridgestone Company, is a mission-driven team committed to remaining the fastest growing enterprise fleet management mobility solution in the industry. With vehicle GPS fleet tracking, safety camera solutions, driver safety and vehicle diagnostics for small business and enterprise fleets, our fleet management system, and therefore our teams, are helping fleet managers and drivers make smarter decisions when it comes to vehicle maintenance, cost-savings and safety.
We are a group of builders and doers - building the foundations of a dynamic marketing team and marketing strategy to deliver amazing results for our customers and our sales partners. We are a team with a strong commitment to customer-driven innovation, data-based decision making and a commitment to learning through experimentation. As a part of Bridgestone, the opportunities can be endless across the broad spectrum of businesses in the Bridgestone portfolio. If this is your type of work and the type of environment you want to work in, we encourage you to explore our job opportunities.
Job Category
Position Summary
This role is responsible for recruiting, activating, and managing referral partners, including agents within technology solution distributors, while expanding Azuga’s presence within industry associations and buying groups. The position drives indirect revenue growth through partner productivity, pipeline development, and scalable channel programs.
*** Fully REMOTE role. Can be located anywhere within the US. ***
Responsibilities
Recruit, onboard, and activate referral partners- including agents, advisors, consultants, small VARs, and technology solution distributors
Develop and expand relationships within technology solution distributors to drive agent engagement and pipeline generation
Manage partner performance, drive time to first deal, and increase revenue contribution across the referral base
Develop relationships with industry associations and buying groups to expand access to fleet customers
Generate channel-sourced pipeline and support co-sell motions with internal sales teams
Deliver partner training on fleet telematics, AI safety solutions, and operational ROI use cases
Minimum Qualifications
Bachelor’s degree in Business, Marketing, or related field
5 to 8 years of experience in channel sales, business development, or indirect revenue growth
Prior experience recruiting and managing referral, reseller, or partner ecosystems, including technology solution distributors
Experience working with industry associations, buying groups, or membership organizations preferred
Experience supporting pipeline development, deal registration, and co-sell environments
Experience operating in a high-growth, fast-paced environment with measurable revenue targets
What we offer
At Bridgestone, what really matters is to foster co-creation opportunities and empowering you to be creative and curious to make mobility safer, more efficient, and more sustainable for future generations. Whatever role you fill, when you represent Bridgestone, you are a valued teammate, and part of our larger mission to “Serve Society with Superior Quality”, for that, we offer you more than just a competitive compensation; we will provide you:
- A supportive and engaging onboarding experience to ensure a smooth transition into our team.
- The opportunity to develop and grow, through training and regular mentorship.
- Corporate Social Responsibility activities.
- A truly global, dynamic and challenging work environment.
- Agility and work/life effectiveness and your long-term well-being.
- A diverse and inclusive team.
Bridgestone is proud to be an Equal Employment Opportunity employer. It is our policy to consider for employment all individuals regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, gender, sex, sexual orientation, gender identity and/or expression, genetic information, veteran status, or any other characteristic protected by federal, state or local law.
Employment Eligibility
If hired, a Form I-9 Employment Eligibility Verification must be completed at the start of employment. Temporary work authorization or the need for sponsorship may disqualify you from employment.