Pilot Success Manager

Geotab•Atlanta, GA

1d•Hybrid

About The Position

Geotab is seeking a Pilot Success Manager who will focus on the most strategic accounts across North America and Latin America. The PSM will be the cornerstone of the pre-sale and expansion process for these key accounts, responsible for designing, managing, and executing successful product pilots (Proofs of Concept). This role is for individuals who love technology and are keen to join an industry leader. As a Pilot Success Manager, your key area of responsibility is to be the primary driver ensuring that prospective and existing customers experience the full value of the company’s ecosystem, from core telematics solutions to the newest product innovations. By demonstrating tangible ROI and aligning technology with the customer's business objectives, this role plays a pivotal role in securing new business and driving significant account expansion.

Requirements

5+ years of experience in a customer-facing technical role such as Sales Engineering, Technical Account Management, Professional Services, or Customer Success Management.
The ability to quickly grasp a customer's business model, identify their key financial and operational drivers, and articulate how our solutions create tangible business value.
Proven experience in a B2B SaaS environment, managing complex projects or technical deployments for large enterprise or strategic accounts.
Skilled in applying a consultative, solution-selling methodology to align technology with customer business objectives.
Strong project management skills with a demonstrated ability to manage multiple high-stakes projects simultaneously.
Strong technical acumen and the ability to quickly learn and articulate complex hardware and software solutions.
Excellent communication and presentation skills, with the ability to confidently engage with a wide range of stakeholders, from fleet managers to C-level executives.
Data-driven and analytical mindset; comfortable working with data to uncover trends and prove value.
Experience managing Proof of Concepts (PoCs) or technical trials in a pre-sales capacity.
A proactive, problem-solving attitude with a relentless focus on customer success and achieving objectives.
Ability to travel occasionally to customer sites across North America.

Nice To Haves

Direct experience in the telematics, fleet management, logistics, or IoT industries is a nice to have.
Spanish or Brazilian Portuguese considered an asset.

Responsibilities

Lead and manage the entire lifecycle of strategic customer pilots for both new business prospects and existing customer expansion opportunities.
Act as a trusted advisor to key customer stakeholders. Use pilot data and insights to proactively address concerns, overcome objections, and influence their evaluation criteria to align with Geotab's unique value proposition.
Partner with the Business Development Manager during the pilot planning phase to define a strategic approach that directly maps to the prospect's primary business challenges and desired outcomes, ensuring a targeted and impactful evaluation.
Collaborate closely with the Sales team, Solutions Engineering, and key customer stakeholders to define clear pilot objectives, success criteria, and key performance indicators (KPIs) that align with the customer's business goals.
Develop and execute detailed pilot project plans, including timelines, resource allocation, communication cadences, and risk mitigation strategies.
Act as the primary point of contact during the pilot phase, guiding customers through hardware installation, platform configuration, and user training to ensure rapid adoption and value realization.
Monitor pilot progress, analyze telematics data, and generate insightful reports. Proactively identify and present findings that demonstrate the value and ROI of Geotab's solutions in the customer's real-world environment.
Serve as the central liaison between the customer and internal Geotab teams, including Sales, Solutions Engineering, Customer Success, and Product Management, to ensure a seamless and supportive pilot experience.
Expertly manage pilots for Geotab's emerging products and features (e.g., EV solutions, ADAS, new Marketplace integrations), providing critical early-stage feedback to the Product team.
Act as one of the first lines of support for any technical challenges during the pilot, effectively triaging issues and coordinating with Solutions Engineering and technical support teams for swift resolution.
Prepare and deliver compelling final pilot summary presentations to customer executives, translating technical outcomes into tangible business benefits and providing a clear recommendation for moving forward.