Partner Account Manager

Geotab•Atlanta, GA

2d•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 Partner Account Manager who will be responsible for building, developing and nurturing strong business relationships within an assigned list of Geotab partners. If you love technology, and are keen to join an industry leader — we would love to hear from you! As a Partner Account Manager you will create and close opportunities, driving revenue growth and increased mindshare with their partners. By establishing trusted relationships and managing day-to-day interactions with these accounts, you will develop and maintain strong, collaborative relationships and provide innovative and valuable business recommendations to increase reseller product knowledge and overall sales activity. The focus for a Partner Account Manager is to strategically expand a partner’s footprint, and promote long-term sustainable, profitable business relationships for Geotab.

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.

Responsibilities

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.