GEOTAB

Partner Account Manager

GEOTAB

full-time

Posted on:

Location Type: Remote

Location: United States

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About the role

  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
technical salesaccount managementsales forecastingpartner account developmentnegotiationconflict resolutionanalytical skillsproblem solving
Soft Skills
adaptabilityentrepreneurial mindsetclient relationship developmentdiplomacycommunication skillspresentation skillslistening skillsorganizational skills