Partner Account Manager

Who we are: 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. Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. 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. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram . Who you are: We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Partner Account Manager who will play a critical role in developing and nurturing strong business relationships within an assigned list of Geotab Partners. If you love technology, and are keen to join an industry leader — we would love to hear from you! What you'll do: As a Partner Account Manager your key area of responsibility will be to manage and maintain health, support, revenue growth and increased mindshare with Partners. By establishing trusted relationships and managing day-to-day interactions with these accounts, the Partner Account Manager will develop and maintain strong, collaborative relationships and provide innovative and valuable business recommendations to increase Partner product knowledge and overall sales activity. These responsibilities require a mix of sales expertise, relationship management skills, strategic thinking, and the ability to work cross-functionally within an organization. How you'll make an impact: Manage and develop Geotab Partner relationships to drive revenue and unit sales through new and existing Partners. Enable Partner success by providing necessary tools, training, and resources to drive Geotab sales. Work with internal stakeholders across the company (which may include team members from Business Development, Marketing, Solutions Engineering, Account Advisory, Marketplace and Product) as needed to develop sales strategies and facilitate growth & expansion for assigned accounts. Provide a feedback loop from Partners about the market, customer needs, and product performance to inform product development strategy. Document 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 Partners and Geotab successfully meet agreed revenue, profitability and market share targets. Consistently 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 when needed. Serve as the subject matter expert for Partners and their customers by keeping Partners informed about new products/updates, educating and demonstrating Geotab solutions (and in some channels/segments: Marketplace Partners ). Assist with RFPs/RFIs, serve as an intermediary between Partners and Geotab’s internal RFX team as required. Engage Partner to collaborate with the Pilots & Implementation team to facilitate prospect’s desired outcomes, and build a deployment/onboarding plan. 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 Partner network. Coach and develop the assigned Partner network on Geotab solutions via in-person meetings, platform training, product demonstrations, webinars and participation in their customer calls and appointments. Regularly consult with marketing to maximize success of co-marketing and lead generation activities and initiatives, and 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 Partner expansion opportunities. What you'll bring to the role: 5-8+ years 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 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, 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, but not limited to, Google Suite for business (Sheets, Docs, Slides) and Customer Relationship Management (CRM) tools (Salesforce). 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. The annual base salary for this position is the expected annual salary for this role, and may be subject to change. Geotab offers various perks and benefits and other compensation components that an individual may be eligible for. The actual base salary for this position depends on a variety of factors such as but not limited to skills, qualifications, education and overall experience, including the location the applicant lives while performing the job. This also includes equity with other team members and alignment with local market data. All offers of employment are contingent upon proof of eligibility to work and the individual's ability to pass a background check. Hiring Range $104,400 — $130,000 CAD