Marketplace Channel Sales Manager

Geotab•Atlanta, GA

17h•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 a Marketplace Channel Sales Manager who will own sales and leads to top partners within Geotab’s Marketplace platform. If you love technology, and are keen to join an industry leader — we would love to hear from you! As the Marketplace Channel Sales Manager, you will serve as the primary lead for your assigned channel, driving sales and revenue growth through robust processes, accountability, and relationship management. You will play a vital role in the Marketplace’s success by actively engaging in sales opportunities to monitor status, resolve delays, and provide value to ensure deal closure. A major focus of this position is increasing both internal and external visibility for Marketplace partners across the Geotab ecosystem. To enable partner success, you will build a strong pipeline using various strategies, including reseller introductions, customer webinars, lead engagement campaigns, and internal networking.To be successful in this role, you will be a results-oriented leader with strong negotiation and influencing skills, and the ability to thrive in a fast-paced, dynamic environment.

Requirements

5-7 years of experience in a technical sales role.
Ability to travel up to 50% of the time.
Understanding of Channel Dynamics: Knowledge of various distribution channels. Understanding channel structures, partner ecosystems, and market trends. Industry knowledge in Transportation, Telematics or Fleet Management.
Product Knowledge: Deep understanding of products or services, including features, benefits, and competitive positioning. Ability to articulate value propositions tailored to different audiences.
Market Analysis: Knowledge of market segmentation, customer needs, and competitor landscape within relevant industries. Ability to analyze market data and identify opportunities for channel expansion and growth.
Sales and Marketing Principles: Familiarity with sales and marketing strategies, tactics, and best practices. Understanding of marketing techniques, lead generation, and promotional activities. Expert proficiency in understanding technical, business and sales requirements.
CRM and Analytics Tools: Proficiency in customer relationship management (CRM) systems and analytics tools to track performance, analyze data, and generate insights for decision-making.
Relationship Management: Strong interpersonal and relationship-building skills to establish and nurture partnerships with partners, resellers, customers and other stakeholders. Ability to collaborate cross-functionally and influence without direct authority.
Communication Skills: Excellent verbal and written communication skills to effectively convey ideas, negotiate agreements, and present proposals to internal teams and external partners, including comfort with delivering presentations and training.
Strategic Thinking: Ability to think strategically and develop channel sales strategies aligned with overall business objectives. Capacity to anticipate market shifts and risks, and adapt strategies accordingly.
Problem-Solving: Strong problem-solving skills to identify issues, analyze root causes, and develop practical solutions to address challenges in channel sales and performance.
Project Management: Proficient project management skills to plan, execute, and monitor business plans and channel sales initiatives effectively. Ability to prioritize tasks, manage timelines, and allocate resources efficiently.
Results-Orientation: Proven ability to drive results and meet or exceed targets and KPIs. Focus on performance metrics such as growth of partner leads/wins and revenue where applicable.
Negotiation and Influencing: Strong ability to negotiate, persuade, and give feedback effectively. Demonstrated ability to influence management on strategic direction.
Adaptability: Ability to thrive in a fast-paced and dynamic environment, adapting to changing market conditions, customer needs, and organizational priorities.
Leadership: Demonstrated leadership abilities to inspire and motivate partners, team peers, and cross-functional collaborators toward shared goals. Ability to provide guidance, coaching, and support to maximize partner success.
Data-Driven Decision Making: Ability to leverage data and analytics to inform decision-making and optimize channel sales strategies. Comfortable using data to identify trends, evaluate performance, and make data-driven recommendations.
Customer Focus: Strong customer-centric mindset with a focus on delivering value and exceptional experiences to channel partners and end customers. Commitment to understanding partner needs and aligning channel strategies accordingly.
Strong level of accountability and workload management consisting of on-time project deliveries, consistent check ins with marketplace partners, as well as timely handling of customer leads.
End to end ownership of the sales and leads within your partner channel.

Responsibilities

Manage each assigned Partner to the Reseller network.
Ensure each Partner is successful by achieving sales revenue targets.
Develop an annual Business Plan with the Partner and own delivery of Quarterly Business Reviews (QBR).
Proactively identify and recommend improved integrations.
Own and nurture the relationships with each level of Partners managed in the assigned channel.
Work with leaders to create target metrics and measurable sales goals related to assigned partners.
Master the knowledge within the Geotab Reseller ecosystem and trends in the telematics industry to guide resellers on how to best work with each Partner.
Communicate the value of using Marketplace to resellers and ensure successful adoption and usage of the platform.
Advise on solutions that optimally meet the end user requirements (e.g. Support Resellers on customer calls to help them present Marketplace or by handling customer facing inquiries).
Be the SME and internal/external Geotab point of contact for each assigned Partner.
Work with each assigned Partner and their solution to ensure any post-launch strategy with Resellers is successfully delivered.
Work with the Partner to develop and improve training and marketing materials targeting PAMs, resellers and customers.
Use CRM tools (e.g. Salesforce) to log leads and track the sales process, post meeting reviews, QBR’s, and any other items important to the partners
Support Geotab global strategic initiatives.
Represent the organization publicly and be an advocate for company goals.
Proactively uncover potential business issues and communicate their potential impacts to key stakeholders.
Own the sales cycle from start to finish on all assigned Marketplace leads, opportunities, pilots, and any RFP’s.
Aids in creating sales pipeline with Marketplace partner by working through multiple sales processes