Partner Account Manager

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Partner Account Manager will strategically expand a Partner’s footprint, and promote long-term sustainable, profitable business relationships for Geotab. You will be responsible for organizing and owning key projects and initiatives championed or sponsored by the Operations team. The projects will vary in scope, complexity, and affected business area.If  you love technology, and are keen to join an industry leader — we would love to hear from you!

As a Partner Account Manager (PAM) you will play a critical role in developing and nurturing strong business relationships within an assigned list of Geotab Partners. A successful Partner Account Manager will manage and maintain health, support, revenue growth and increased mindshare with their Partners. By establishing trusted relationships and managing day-to-day interactions with these accounts, the Partner Account Manager will develop and maintain strong, collaborative relationships and provide innovative and valuable business recommendations to increase Partner product knowledge and overall sales activity. You will be responsible for the implementation of the project tasks, as well as managing day-to-day activities. You will also need to provide regular status reports to key partners to ensure the project is on time and meeting expectations.

To be successful in this role you will be a self-starter with strong written and verbal communication skills, and have the ability to quickly understand complex, technical concepts. In addition, the successful candidate will have  strong analytical and project management skills with an ability to identify needs, develop effective solutions, and manage projects through completion. The successful candidate will also be able to manage multiple timelines and contrasting priorities to ensure timely results.

• 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

• 5-10 years of experience as a sales leader.

• 5+ years experience in technical sales.

• 5+ years experience in an account management position with a channel sales organization.

• Bachelors in a related field, Diploma/Degree specialization in Business, Commerce, Engineering, Computer Science, or a related field highly valued. Equivalent combination of education and/or work experience in related field may be substituted.

• 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, 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).

• This position may be remote, therefore must be flexible with work schedule to accommodate different time zones.

• Ability to travel 25-50% of the time. 

• Passport required and ability to travel internationally.