Who you are:
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Marketplace Channel Sales Manager who will own sales and leads to top partners within Geotab’s Marketplace platform. If you love technology, and are keen to join an industry leader — we would love to hear from you!
What you'll do:
As the Marketplace Channel Sales Manager, you will serve as the primary lead for your assigned channel, driving sales and revenue growth through robust processes, accountability, and relationship management. You will play a vital role in the Marketplace’s success by actively engaging in sales opportunities to monitor status, resolve delays, and provide value to ensure deal closure. A major focus of this position is increasing both internal and external visibility for Marketplace partners across the Geotab ecosystem. To enable partner success, you will build a strong pipeline using various strategies, including reseller introductions, customer webinars, lead engagement campaigns, and internal networking.To be successful in this role, you will be a results-oriented leader with strong negotiation and influencing skills, and the ability to thrive in a fast-paced, dynamic environment.
How you'll make an impact:
- Manage each assigned Partner to the Reseller network.
- Ensure each Partner is successful by achieving sales revenue targets.
- Develop an annual Business Plan with the Partner and own delivery of Quarterly Business Reviews (QBR).
- Proactively identify and recommend improved integrations.
- Own and nurture the relationships with each level of Partners managed in the assigned channel.
- Work with leaders to create target metrics and measurable sales goals related to assigned partners.
- Master the knowledge within the Geotab Reseller ecosystem and trends in the telematics industry to guide resellers on how to best work with each Partner.
- Communicate the value of using Marketplace to resellers and ensure successful adoption and usage of the platform.
- Advise on solutions that optimally meet the end user requirements (e.g. Support Resellers on customer calls to help them present Marketplace or by handling customer facing inquiries).
- Be the SME and internal/external Geotab point of contact for each assigned Partner.
- Work with each assigned Partner and their solution to ensure any post-launch strategy with Resellers is successfully delivered.
- Work with the Partner to develop and improve training and marketing materials targeting PAMs, resellers and customers.
- Use CRM tools (e.g. Salesforce) to log leads and track the sales process, post meeting reviews, QBR’s, and any other items important to the partners
- Support Geotab global strategic initiatives.
- Represent the organization publicly and be an advocate for company goals.
- Proactively uncover potential business issues and communicate their potential impacts to key stakeholders.
- Own the sales cycle from start to finish on all assigned Marketplace leads, opportunities, pilots, and any RFP’s.
- Aids in creating sales pipeline with Marketplace partner by working through multiple sales processes.
What you'll bring to the role:
- 5-7 years of experience in a technical sales role.
- Ability to travel up to 50% of the time.
- Understanding of Channel Dynamics: Knowledge of various distribution channels. Understanding channel structures, partner ecosystems, and market trends. Industry knowledge in Transportation, Telematics or Fleet Management.
- Product Knowledge: Deep understanding of products or services, including features, benefits, and competitive positioning. Ability to articulate value propositions tailored to different audiences.
- Market Analysis: Knowledge of market segmentation, customer needs, and competitor landscape within relevant industries. Ability to analyze market data and identify opportunities for channel expansion and growth.
- Sales and Marketing Principles: Familiarity with sales and marketing strategies, tactics, and best practices. Understanding of marketing techniques, lead generation, and promotional activities. Expert proficiency in understanding technical, business and sales requirements.
- CRM and Analytics Tools: Proficiency in customer relationship management (CRM) systems and analytics tools to track performance, analyze data, and generate insights for decision-making.
- Relationship Management: Strong interpersonal and relationship-building skills to establish and nurture partnerships with partners, resellers, customers and other stakeholders. Ability to collaborate cross-functionally and influence without direct authority.
- Communication Skills: Excellent verbal and written communication skills to effectively convey ideas, negotiate agreements, and present proposals to internal teams and external partners, including comfort with delivering presentations and training.
- Strategic Thinking: Ability to think strategically and develop channel sales strategies aligned with overall business objectives. Capacity to anticipate market shifts and risks, and adapt strategies accordingly.
- Problem-Solving: Strong problem-solving skills to identify issues, analyze root causes, and develop practical solutions to address challenges in channel sales and performance.
- Project Management: Proficient project management skills to plan, execute, and monitor business plans and channel sales initiatives effectively. Ability to prioritize tasks, manage timelines, and allocate resources efficiently.
- Results-Orientation: Proven ability to drive results and meet or exceed targets and KPIs. Focus on performance metrics such as growth of partner leads/wins and revenue where applicable.
- Negotiation and Influencing: Strong ability to negotiate, persuade, and give feedback effectively. Demonstrated ability to influence management on strategic direction.
- Adaptability: Ability to thrive in a fast-paced and dynamic environment, adapting to changing market conditions, customer needs, and organizational priorities.
- Leadership: Demonstrated leadership abilities to inspire and motivate partners, team peers, and cross-functional collaborators toward shared goals. Ability to provide guidance, coaching, and support to maximize partner success.
- Data-Driven Decision Making: Ability to leverage data and analytics to inform decision-making and optimize channel sales strategies. Comfortable using data to identify trends, evaluate performance, and make data-driven recommendations.
- Customer Focus: Strong customer-centric mindset with a focus on delivering value and exceptional experiences to channel partners and end customers. Commitment to understanding partner needs and aligning channel strategies accordingly.
- Strong level of accountability and workload management consisting of on-time project deliveries, consistent check ins with marketplace partners, as well as timely handling of customer leads.
- End to end ownership of the sales and leads within your partner channel.
If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.
Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.
This posting is for an existing vacancy.
Why job seekers choose Geotab:
Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program
*The above are offered to full-time permanent employees only
How we work:
At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!
We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals. We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice.
