Develop and execute the North American channel strategy : Define the partner ecosystem, segmentation, and growth priorities; evolve the strategy as markets shift.
Drive revenue and accurate forecasting through channel partners : Own partner‑sourced and partner‑influenced revenue targets; ensure predictable pipeline and forecasting.
Build and strengthen partner relationships : Recruit, onboard, and enable partners; deepen collaboration with top-tier partners to unlock market potential.
Lead and develop the channel sales team : Manage channel sales managers by setting appropriate goals and coaching performance.
Collaborate cross‑functionally : Work closely with marketing, product, sales engineering, and operations to support partner success.
Optimize partner programs : Improve incentives, MDF usage, enablement frameworks, and partner certifications.
Monitor market trends and competitive dynamics: Adjust strategy based on technology shifts, customer needs, and competitor moves.
Represent the channel internally and externally : Advocate for partner needs and represent the company at industry and partner events.

Bachelor’s degree
7-10+ years of Strategic Partner Management and/or Business Development for Commercial Sales
5+ years of sales leadership experience
Proven track record of sales success in partner channels
Transportation, Video Telematics or Fleet OEM experience preferred
Strong relationship building experience; including excellent interpersonal skills and the ability to address complex sales partnerships
Strong negotiation & diplomacy skills
Strong analytical skills with the ability to anticipate and understand partners’ business needs
Skilled at communicating with partners, clients and sales teams in both technical and non-technical discussions
Effective influencer and communicator across complex situations and constituencies
Must be able to travel up to 50%

Senior Manager, Channel Sales – North America

Key skills