Partner Account Manager

Geotab•Waterloo, ON

10d•CA$104,400 - CA$130,000•Hybrid

About The Position

Geotab is seeking a Partner Account Manager who will play a critical role in developing and nurturing strong business relationships within an assigned list of Geotab Partners. This role requires a mix of sales expertise, relationship management skills, strategic thinking, and the ability to work cross-functionally within an organization. Geotab is a global leader in IoT and connected transportation, and this position offers an opportunity to join an industry leader in a fast-paced, ever-changing environment.

Requirements

5-8+ years experience in technical sales & experience in an account management position with a channel sales organization.
Demonstrated understanding of how Partners make money in a channel ecosystem.
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, influencing, 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.
Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides) and Customer Relationship Management (CRM) tools (Salesforce).

Nice To Haves

Experience with Fleet Management Companies is a strong plus.
Experience in the telematics industry or a strong knowledge of Geotab products and services and how they build value for Partners and end customers.

Responsibilities

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 drive Geotab sales.
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 development strategy.
Document 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 Partners and Geotab successfully meet agreed revenue, profitability and market share targets.
Consistently conduct regular business review meetings with assigned Partners.
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 Partners and their customers by keeping Partners informed about new products/updates, educating and demonstrating Geotab solutions (and in some channels/segments: Marketplace Partners ).
Assist with RFPs/RFIs, serve as an intermediary between Partners and Geotab’s internal RFX team as required.
Engage Partner to collaborate with the Pilots & Implementation team to facilitate prospect’s desired outcomes, and build a deployment/onboarding plan.
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 Partner network.
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.
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 Partner networks about Partner and end customer satisfaction.
Attend trade shows and conferences to build company credibility, brand presence and identify new Partner expansion opportunities.