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Senior Partnership Development Manager

Atlanta, Georgia - USA

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. Join our talent network to learn more about job opportunities and company news.

Who you are:

You are an experienced and results-driven professional with a strong background in partnership management. You possess strong business acumen, exceptional communication, and collaboration skills. You have a proven track record in developing and managing strategic partnerships, growing new business, and driving revenue. Your entrepreneurial mindset and problem-solving abilities enable you to thrive in dynamic environments. You are highly detail-oriented, with strong project management skills and the ability to engage with internal and external stakeholders at all levels. As a leader, you excel in mentoring and guiding teams while anticipating the needs of channel partners to drive growth and success.

What you'll do:

As the Senior Partnership Business Development Manager, you will lead the development and execution of partnership strategies to drive revenue growth. You will manage and expand relationships with new and existing partners, ensuring alignment with Geotab’s goals. Your role involves identifying new business opportunities, developing solutions, and enhancing partner engagement through training, support, and strategic collaboration. You will serve as the subject matter expert for new partner recruitment and provide guidance to internal teams. Additionally, you will work closely with leadership to drive segment growth, manage key accounts, and represent Geotab at industry events, conferences, and meetings.

How you'll make an impact

  • Assist in defining partnership strategy to support driving revenue growth and unit sales through new partnerships.

  • Identify and develop mutually beneficial relationships with new partners.

  • Identify new areas for growth and portfolio gaps, and develop strategies to target new partners to close those gaps; own and manage programs and initiatives accordingly.

  • Engage with Segment Business Managers and other dependent teams (Training, Finance, Enablement, Legal, Sales, Operations etc.) to identify gaps and develop strategy to support segment growth.

  • Facilitate and participate in customer/prospect engagements for meetings, presentations, negotiations, proof-of-concept projects, events and conferences, etc.

  • Maintain strategic and consistent messaging.

  • Attend conferences with the intention of developing new contacts and potential new partners.

  • Educate and demonstrate Geotab technology and be the SME to prospective resellers, partners and customers.

  • Ensure Partners and Geotab successfully meet agreed revenue, profitability and market share targets.

  • Attend in-person meetings, platform training, webinars and participation in customer calls/appointments.

  • Consistently execute message discipline and cadences.

  • Build Geotab credibility, brand value and trust with assigned Partners.

  • Develop new partner guidelines/expectations collateral to help with new partner engagement.

  • Champion the Geotab Partner Program and identify best areas for immediate growth with new partner prospects.

  • Monitor account activity through Salesforce, forecast and track key account metrics, provide account management support and engage with opportunities with existing partners/accounts

  • Serve as point of contact for prospective new partners and/or related business development team members.

  • Mentor and train new partners and other team members, as needed.

  • Proactively uncover potential business opportunities and communicate their potential impacts to leaders/stakeholders.

  • Assist in identifying business drivers, pains, and problems within opportunities.

  • Provide expert leadership and guidance as SME: 

  • Maintain extensive knowledge of new partner recruitment.

  • Maintain extensive knowledge base of the industry, trends, and competitor activity.

  • Stay informed on the current competitive landscape in the category including leaders and startups, share with the team, and provide feedback to Leadership.

  • Be available to Segment Managers to explore new partner opportunities to fulfill segment goals.

  • Be available to BDMs, Partner Account  Managers (PAMs), Partners and Coordinators to educate and share knowledge as SME, as needed. Help the team with questions and guide them on departmental processes.

  • Advise and partner with senior management on new partner pipeline, opportunities, and projects.

  • Collaborate with leadership on short and long term strategic plans.

  • Represent the organization publicly and be an advocate for company goals.

What you'll bring to the role

  • 8+ years of experience in partnership management preferably in technology or successful channel management. 

  • Experience in the telematics industry. Strong aptitude for understanding technical and business requirements from a customer/prospect.

  • Able to work well under pressure and respond to fast changing priorities and deadlines.

  • Exceptional project management skills; able to identify needs, develop effective solutions and manage projects through to completion.

  • Strong communication and collaboration skills. 

  • Proven track record managing strategic accounts.

  • High accuracy and meticulous attention to detail.

  • Excellent verbal and written communication skills, including comfort with delivering presentations and training.

  • Strong analytical skills with the ability to problem-solve to well-judged decisions.

  • A strong team-player with the ability to engage with all levels of Geotab and partner organizations.

  • Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides).

  • Entrepreneurial mindset and comfortable in a flat organization.

  • Proven track record in developing new business and accounts.

  • Able to anticipate and understand channel partners’ needs and develop go to market.

  • Creative mindset.

  • Exceptional skills in developing and maintaining Geotab partner relationships.

  • Demonstrated success in accurately forecasting account and volume activities, meeting and exceeding goals.

  • Ability to lead and influence others to gain support and agreement.

 

 

If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.
 
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.
 

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!
 
Geotab verifies candidates' eligibility to work in the United States through E-Verify, an internet-based system operated by U.S. Citizen and Immigration Services.
 

Other employment statements:

Geotab will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

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. Geotab provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Geotab complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Geotab expressly prohibits any form of workplace harassment or discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Geotab's employees to perform their job duties may result in discipline up to and including discharge. If you would like more information about our EEO program or wish to file a complaint, please contact our EEO officer, Klaus Boeckers at HRCompliance@geotab.com. For more details, view a copy of the EEOC's Know Your Rights poster. 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 learn more about what happens with your personal data.

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