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Manage and develop Geotab partners - by driving revenue and unit sales through new and existing reseller partnerships.
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Work with internal stakeholders in sales, marketing, and Marketplace to develop strategic sales and business development plans for your assigned accounts and execute.
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Document sales and marketing activity through Salesforce - maintain and update regularly.
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Forecast and track key account metrics including monthly, quarterly and annual forecasts - Sales activations, terminations and revenue.
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Ensure the reseller and Geotab successfully meet agreed revenue, profitability and market share targets.
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Consistently conduct regular business review meetings with assigned resellers.
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Manage day-to-day tasks, respond to partners with appropriate prioritization and create urgency internally and externally when needed.
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Serve as the subject matter expert for your partners and their customers by educating and demonstrating Geotab solutions and Marketplace partners on an ongoing basis.
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Assist with RFPs/RFIs, serving as an intermediary between partners and Geotab RFX team as required.
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Manage pilots to facilitate prospect’s desired outcomes, provide business justifications and coordinate with internal Geotab teams to move towards implementation.
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Regularly assess the partner landscape to uncover new areas for partner growth; propose and manage programs and initiatives accordingly.
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Build Geotab credibility, brand value and trust with the assigned reseller network.
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Coach and develop assigned reseller network on Geotab solutions via in-person meetings, platform training, product demonstrations, webinars and participation in their customer calls and appointments.
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Regularly evaluate marketing activities and initiatives to ensure that the Geotab brand is best positioned in each partner's portfolio.
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Liaise with internal teams to share knowledge, insight and understanding from partner networks about partner and end customer satisfaction.
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Attend trade shows and conferences to build company credibility, brand presence and identify new business opportunities.
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Maintain current knowledge of all Geotab solutions, technology platforms, competitors and industry trends that impact the partner network.
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5+ years of experience in technical sales.
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5+ years of experience in an account management position with a channel sales organization.
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Ability to travel 25-50% of the time. Passport is required.
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Demonstrated understanding of how partners make money in a channel ecosystem.
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Experience in the telematics industry or a strong knowledge of Geotab products and services and how they build value for partners and end customers.
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Proven track record of developing new sales/partner accounts.
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Demonstrated success in accurately forecasting account and volume activities, meeting and exceeding goals.
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Highly adaptable to changes in business direction, products and needs from both a partner and internal Geotab perspective.
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Entrepreneurial mindset and comfortable in a flat organization.
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Able to anticipate and understand channel partners’ needs and provide viable solutions.
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Exceptional skills in developing and maintaining client relationships.
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A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
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Strong communication, presentation and listening skills.
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Ability to effectively deliver difficult messages while emphasizing a positive, future oriented perspective.
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Highly organized and able to manage multiple tasks and projects simultaneously.
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Strong analytical and problem solving skills.
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Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.
