Associate Vice President Sales, Carrier

Geotab•Atlanta, GA

20h•Hybrid

About The Position

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. We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking an Associate Vice President, Sales who will be responsible for the growth, development and oversight of sales teams and providing guidance on how to achieve sales goals for assigned channels. If you love technology, and are keen to join an industry leader — we would love to hear from you! As an Associate Vice President, Sales your key area of responsibility will be strategic sales planning, team leadership, reseller and channel partner management, and sales operations. You will need to work closely with internal sales teams, the Vice President of Sales, external resellers, and Geotab global strategic partners. To be successful in this role you will be a strategic thinker with an entrepreneurial mindset who is comfortable in a flat organization and able to work well under pressure. In addition, the successful candidate will have well-defined diplomacy, solid negotiation skills, and strong project management skills to identify needs and develop effective solutions through to completion.

Requirements

Post-Secondary Degree/Diploma in Business, Sales, Marketing or a related field; a Bachelor's degree or MBA is highly valued.
Extensive experience in establishing sales processes, execution, and providing strategic leadership to sales teams.
Thorough working knowledge of Geotab products and solutions or similar telematics/IoT technology.
Exceptional verbal and written communication skills, with a proven ability to deliver presentations and training to all levels of an organization.
Advanced project management and analytical skills, with the ability to manage multiple timelines and contrasting priorities.
Technical competence using software programs, including Google Suite for business and CRM tools.
A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.

Responsibilities

Work with the Vice President, Sales to develop and implement strategic business plans for the growth and development of the assigned sales channel.
Ensure the sales team maximizes the value of the Geotab solution, data packages, and Marketplace partners.
Monitor sales activities of the team and provide guidance and coaching.
Provide expert leadership and guidance to team as SME.
Ensure a process exists to inform resellers of new features or Geotab solutions.
Support both internal sales team and external resellers at customer meetings and negotiations when required.
Develop marketing initiatives to develop brand awareness and Geotab offerings.
Attend trade shows and conferences to build company credibility, brand presence and identify potential new business opportunities.
Identify new areas for growth; propose and manage programs and initiatives to grow key strategic relationships.
Track reseller requirements and engage the appropriate resources within Geotab to ensure all requirements are fulfilled and resellers are supported.
Establish a process that ensures product requirement or enhancement ideas are funneled back to the appropriate stakeholders at Geotab.
Manage significant reseller/customer escalations and issues.
Oversee and help develop sales proposals and requests for proposals and information (RFPs & RFIs).
Provide input on new business opportunities, competitive analysis, market trends, and business environment.
Prepare business cases and financial models to continuously evaluate and improve the profitability of the assigned channel.
Oversee the activities, development and performance of team / direct reports.
Provide direction, coaching and mentorship to the team.
Engage in the development of the team by coaching, providing feedback, identifying areas of growth and training opportunities.
Collaborate and support employees during the performance management process, meeting KPAs and career development planning.
Support Geotab global strategic initiatives.