Vice President, Channel Sales – North America

Geotab

1d•Hybrid

About The Position

Geotab is seeking a Vice President, Channel Sales – North America with deep, proven experience driving channel sales growth across the region. This leader will own the North American channel revenue number, manage senior-level commercial relationships with large strategic partners, and turn partner strategy into clear sales targets, disciplined execution, and measurable results. They will build, lead, and motivate a high-performing team—setting clear expectations and holding the team accountable for outcomes—while using AI and automation to improve sales productivity, partner effectiveness, and scale. If you love technology, and are keen to join an industry leader — we would love to hear from you!

Requirements

15+ years of leading channel sales in North America, with a strong record of delivering revenue growth through partners.
Experience managing complex commercial relationships with large strategic partners, including executive-level engagement and commercial negotiations.
Demonstrated experience working within a structured partner-program framework and managing commercial relationships across value added resellers, fleet management companies, carriers, and referral partners in North America.
A track record of setting sales targets, measuring performance, addressing gaps, and holding teams accountable for results.
Proven ability to lead, motivate, coach, and develop high-performing sales teams.
Demonstrated ability to identify, implement, and scale AI-enabled automation in a commercial organization, with measurable impact on productivity, cycle time, forecast quality, or partner conversion.
Strong strategic and analytical skills, with the ability to use market, customer, and performance data to guide decisions.
Excellent communication, influencing, and relationship-management skills across senior and cross-functional stakeholders.
Proficiency with CRM and business tools and systems.
A post-secondary degree in business, sales, marketing, or a related field—or equivalent relevant experience.
Willingness to travel up to 60%, including internationally; a valid passport is required.

Nice To Haves

Experience in a related industry is an asset.
An MBA is valued but not required.

Responsibilities

Lead Geotab’s North America Channel Sales organization, translating business priorities into partner growth plans and strong team execution.
Align partners and cross-functional teams around measurable commercial outcomes and improve how the channel operates through practical AI and automation.
Set and execute North America channel strategy and partner growth plans, delivering revenue, market-share, and profitability targets.
Execute North America channel growth within Geotab’s Partner Program framework. Tailor joint plans, enablement, and performance expectations to each partner type while applying the program framework consistently.
Align partner coverage and co-selling with direct sales and run regular business reviews that track shared pipeline, forecast, partner-sourced and partner-influenced revenue, profitability, and agreed actions.
Build senior commercial relationships with value added resellers, carriers, fleet management partners, and systems integrators; negotiate agreements and pricing that support mutual growth.
Expand and strengthen the partner ecosystem by identifying high-potential partners and market opportunities.
Equip partners to sell Geotab solutions through effective enablement, training, and cross-functional support.
Use customer, market, and competitive insights to sharpen channel plans and position Geotab’s solutions.
Apply AI and automation to streamline sales processes and improve forecasting, partner effectiveness, and team productivity.
Lead, motivate, coach, and develop a high-performing team; set clear expectations and hold the team accountable for sales outcomes.
Own team structure, hiring, performance management, resource planning, and budget accountability.
Improve operating efficiency and partner across Geotab to deliver channel priorities and broader company initiatives.