Partner Account Manager

Role Overview

• Manage and develop Geotab partners
• by driving revenue and unit sales through new and existing reseller partnerships.
• Work with internal stakeholders in sales, marketing, and Marketplace to develop strategic sales and business development plans for your assigned accounts and execute.
• Document sales and marketing activity through Salesforce
• maintain and update regularly.
• Forecast and track key account metrics including monthly, quarterly and annual forecasts
• Sales activations, terminations and revenue.
• Ensure the reseller and Geotab successfully meet agreed revenue, profitability and market share targets.
• Consistently conduct regular business review meetings with assigned resellers.
• Manage day-to-day tasks, respond to partners with appropriate prioritization and create urgency internally and externally when needed.
• 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.
• Assist with RFPs/RFIs, serving as an intermediary between partners and Geotab RFX team as required.
• Manage pilots to facilitate prospect’s desired outcomes, provide business justifications and coordinate with internal Geotab teams to move towards implementation.
• Regularly assess the partner landscape to uncover new areas for partner growth; propose and manage programs and initiatives accordingly.
• Build Geotab credibility, brand value and trust with the assigned reseller network.
• 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.
• Regularly evaluate marketing activities and initiatives to ensure that the Geotab brand is best positioned in each partner's portfolio.
• Liaise with internal teams to share knowledge, insight and understanding from partner networks about partner and end customer satisfaction.
• Attend trade shows and conferences to build company credibility, brand presence and identify new business opportunities.
• Maintain current knowledge of all Geotab solutions, technology platforms, competitors and industry trends that impact the partner network.

Requirements

• 5+ years of experience in technical sales
• 5+ years of experience in an account management position with a channel sales organization
• Ability to travel 25-50% of the time. Passport is required.
• Demonstrated understanding of how partners make money in a channel ecosystem.
• Experience in the telematics industry or a strong knowledge of Geotab products and services and how they build value for partners and end customers.
• Proven track record of developing new sales/partner accounts.
• Demonstrated success in accurately forecasting account and volume activities, meeting and exceeding goals.
• Highly adaptable to changes in business direction, products and needs from both a partner and internal Geotab perspective.
• Entrepreneurial mindset and comfortable in a flat organization.
• Able to anticipate and understand channel partners’ needs and provide viable solutions.
• Exceptional skills in developing and maintaining client relationships.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
• Strong communication, presentation and listening skills.
• Ability to effectively deliver difficult messages while emphasizing a positive, future oriented perspective.
• Highly organized and able to manage multiple tasks and projects simultaneously.
• Strong analytical and problem solving skills.
• Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.

Benefits

• 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