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About the Role

Geotab is seeking a Partner Account Manager to play a critical role in developing and nurturing strong business relationships within an assigned list of Geotab Partners. This role involves managing and maintaining partner health, support, revenue growth, and increased mindshare.

Responsibilities

• Manage and develop Geotab Partner relationships to drive revenue and unit sales.
• Enable Partner success by providing necessary tools, training, and resources.
• Work with internal stakeholders to develop sales strategies and facilitate growth for assigned accounts.
• Provide a feedback loop from Partners about the market, customer needs, and product performance.
• Document activity through Salesforce, maintaining and updating regularly.
• Forecast and track key account metrics, including monthly, quarterly, and annual forecasts.
• Ensure Partners and Geotab meet agreed revenue, profitability, and market share targets.
• Conduct regular business review meetings with assigned Partners.
• Manage day-to-day tasks, respond to Partners with appropriate prioritization, and create urgency internally and externally.
• Serve as the subject matter expert for Partners and their customers regarding Geotab solutions.
• Assist with RFPs/RFIs and serve as an intermediary between Partners and Geotab’s internal RFX team.
• Engage Partners to collaborate with the Pilots & Implementation team to facilitate prospect outcomes and build deployment/onboarding plans.
• Assess the Partner landscape to uncover new areas for Partner growth and manage programs accordingly.
• Build Geotab credibility, brand value, and trust with the assigned Partner network.
• Coach and develop the assigned Partner network on Geotab solutions via various methods.
• Consult with marketing to maximize success of co-marketing and lead generation activities.
• Liaise with internal teams to share knowledge and insight from Partner networks.
• Attend trade shows and conferences to build company credibility and identify new Partner expansion opportunities.

Requirements

• 5-8+ years of experience in technical sales.
• Experience in an account management position with a channel sales organization.
• Experience with Fleet Management Companies is a strong plus.
• Demonstrated understanding of how Partners make money in a channel ecosystem.
• Experience in the telematics industry or strong knowledge of Geotab products and services.
• 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.
• 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, influencing, 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.
• Technical competence using software programs, including Google Suite for business and CRM tools (Salesforce).

Skills

• Technical sales
• Account management
• Channel sales
• Fleet management
• Telematics
• Salesforce
• Google Suite
• Negotiation
• Influencing
• Conflict resolution
• Relationship management
• Communication
• Presentation
• Listening

Location

• Remote
• Hybrid

Work Type

• Full-time
• Hybrid

Experience Level

• 5-8+ years

Salary/Compensations

• $104,400—$130,000 CAD

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

About the Company

• Geotab is a global leader in IoT and connected transportation and certified “Great Place to Work™.”
• We are a company of diverse and talented individuals who work together to help businesses grow and succeed, and increase the safety and sustainability of our communities.
• Geotab is advancing security, connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets.
• Geotab’s open platform and Geotab Marketplace®, offering hundreds of third-party solution options, allows both small and large businesses to automate operations by integrating vehicle data with their other data assets.
• Processing billions of data points a day, Geotab leverages data analytics and machine learning to improve productivity, optimize fleets through the reduction of fuel consumption, enhance driver safety and achieve strong compliance to regulatory changes.
• Ours is a fast paced, ever changing environment.
• Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description.
• Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture.
• Reach your full potential with Geotab.
• 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.
• 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.
• 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.

Equal Opportunity

• 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.