Vice President, Channel Sales – North America

Geotab • Remote - US • 1d ago

Who you are:

Geotab is seeking a Vice President, Channel Sales – North America with deep, proven experience driving channel sales growth across the region. This leader will own the North American channel revenue number, manage senior-level commercial relationships with large strategic partners, and turn partner strategy into clear sales targets, disciplined execution, and measurable results. They will build, lead, and motivate a high-performing team—setting clear expectations and holding the team accountable for outcomes—while using AI and automation to improve sales productivity, partner effectiveness, and scale. If you love technology, and are keen to join an industry leader — we would love to hear from you!

What you'll do:

You’ll lead Geotab’s North America Channel Sales organization, translating business priorities into partner growth plans and strong team execution. You’ll align partners and cross-functional teams around measurable commercial outcomes and improve how the channel operates through practical AI and automation.

How you'll make an impact:

Set and execute North America channel strategy and partner growth plans, delivering revenue, market-share, and profitability targets.
Execute North America channel growth within Geotab’s Partner Program framework. Tailor joint plans, enablement, and performance expectations to each partner type while applying the program framework consistently.
Align partner coverage and co-selling with direct sales and run regular business reviews that track shared pipeline, forecast, partner-sourced and partner-influenced revenue, profitability, and agreed actions.
Build senior commercial relationships with value added resellers, carriers, fleet management partners, and systems integrators; negotiate agreements and pricing that support mutual growth.
Expand and strengthen the partner ecosystem by identifying high-potential partners and market opportunities.
Equip partners to sell Geotab solutions through effective enablement, training, and cross-functional support.
Use customer, market, and competitive insights to sharpen channel plans and position Geotab’s solutions.
Apply AI and automation to streamline sales processes and improve forecasting, partner effectiveness, and team productivity.
Lead, motivate, coach, and develop a high-performing team; set clear expectations and hold the team accountable for sales outcomes.
Own team structure, hiring, performance management, resource planning, and budget accountability.
Improve operating efficiency and partner across Geotab to deliver channel priorities and broader company initiatives.

What you'll bring to this role:

15+ years of leading channel sales in North America, with a strong record of delivering revenue growth through partners.
Experience managing complex commercial relationships with large strategic partners, including executive-level engagement and commercial negotiations.
Demonstrated experience working within a structured partner-program framework and managing commercial relationships across value added resellers, fleet management companies, carriers, and referral partners in North America.
A track record of setting sales targets, measuring performance, addressing gaps, and holding teams accountable for results.
Proven ability to lead, motivate, coach, and develop high-performing sales teams.
Demonstrated ability to identify, implement, and scale AI-enabled automation in a commercial organization, with measurable impact on productivity, cycle time, forecast quality, or partner conversion.
Strong strategic and analytical skills, with the ability to use market, customer, and performance data to guide decisions.
Excellent communication, influencing, and relationship-management skills across senior and cross-functional stakeholders.
Proficiency with CRM and business tools and systems.
Experience in a related industry is an asset.
A post-secondary degree in business, sales, marketing, or a related field—or equivalent relevant experience. An MBA is valued but not required.
Willingness to travel up to 60%, including internationally; a valid passport is required.

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.

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!

Geotab verifies candidates' eligibility to work in the United States through E-Verify, an internet-based system operated by U.S. Citizen and Immigration Services.

Other employment statements:

Geotab will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

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. Geotab provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Geotab complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Geotab expressly prohibits any form of workplace harassment or discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Geotab's employees to perform their job duties may result in discipline up to and including discharge. If you would like more information about our EEO program or wish to file a complaint, please contact our EEO officer, Klaus Boeckers at HRCompliance@geotab.com. For more details, view a copy of the EEOC's Know Your Rights poster. 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.