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Senior Partner Account Manager, Altitude by Geotab
Oakville, Ontario - Canada
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:
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Senior Partner Account Manager, Altitude by Geotab who will strategically expand a Partner’s footprint, and promote long-term sustainable, profitable business relationships for Geotab. You will work closely with a variety of key partners, including systems integrators, platform partners, resellers, and solution providers. You will drive partner engagement, increase product adoption, and elevate Altitude by Geotabs strategic market position and visibility — within the broader ecosystem. 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 Senior Partner Account Manager your role will include managing and nurturing relationships within an assigned list of our larger and more strategic Partners. A successful Senior Partner Account Manager will manage and maintain health, support, revenue growth and increased mindshare with their Partners. By establishing trusted relationships and managing day-to-day interactions, the Senior 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 among our larger and more strategic partner accounts. As a senior member of this relationship management team, this position regularly collaborates with internal teams, including marketing, product development, and finance, to align strategies and achieve the goals customized for each Partner.
To be successful in this role you will 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 effectively position and sell Geotab products or services.
- 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, marketing, and business development strategies.
- Analyze sales data and performance metrics to evaluate the effectiveness of Partner partnerships to ensure mutual revenue, profitability and market share target goals are met.
- 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 ).
- Prepare and present to leadership quarterly and annual reports on forecasts, sales performance, market trends, and the status of Partner relationships.
- Document activity through Salesforce - maintain and update regularly.
- Build and maintain strong, long-term relationships with large, strategic partners including regular communication and business review meetings to ensure credibility, brand value and trust are intact.
- 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. Engage Solutions Engineering and other technical resources where necessary.
- Understand and assist in managing the satisfaction of mutual end-user customers.
- Engage Partner to collaborate with the Pilots & Implementation team to facilitate prospect’s desired outcomes, and build a deployment/onboarding plan.
- 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 the Partner network around Partner and end customer satisfaction.
- Offer technical expertise to Partner network to help close sales, assist with RFP’s as required.
- Attend trade shows and conferences to build company credibility, brand presence and identify new Partner expansion opportunities.
- Stay informed about market trends, technology platforms, competitor activities, and customer preferences and use this information to help Partners maximize Geotab solutions and adapt their strategies and offerings.
- Provide mentorship and support to other members of the team, new hires, interns.
What you'll bring to the role
- 8-10 yers of technical sales experience.
- Proven experience managing diverse partner relationships — including systems integrators, resellers, and solution providers — with a strong preference for those who have worked with data and analytics platform partners.
- Experience with account management within a channel sales organization.
- Ability to travel 50% of the time. A passport is required.
- Customer-Centric Focus: Ability to be laser focused on prioritizing the needs and satisfaction of end customers, delivering value to the end-user can help build stronger partner relationships.
- Strong Sales Acumen: Deep understanding of sales principles, including prospecting, negotiation, closing deals, and maintaining customer relationships to effectively guide reseller partners through the sales process.
- Results-Driven: Goal-oriented and focused on achieving sales targets and objectives. They are motivated by results and take initiative to meet or exceed goals.
- Excellent Communication: Adept at both written and verbal communication, able to articulate ideas, provide clear instructions, and listen actively to understand partner and customer needs.
- Relationship Building: Skillful with building and maintaining strong, trust-based relationships with reseller partners by fostering collaboration, resolving conflicts, and ensuring partners feel valued and supported.
- Product Knowledge: Ability to gain deep understanding of products or services to provide expert guidance and answer technical questions to support reseller partners.
- Market Insight: Ability to stay informed about industry trends, competitor activities, and customer preferences and use this knowledge to inform strategies and decision-making.
- Data Analysis: Expertly skilled at analyzing sales data and performance metrics to identify trends and opportunities using this analytical ability to make data-driven decisions.
- Problem-Solving: Masterful problem-solving skills to resolve conflicts between partners, addressing customer issues, or adapting to changing market conditions.
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!
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 learn more about what happens with your personal data.
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