Partner Account Manager - Northeast

Partner Account Manager - Northeast

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. 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.

What You'll Do

As a Partner Account Manager your key area of responsibility will be developing and maintaining strong, collaborative relationships, providing innovative and valuable business recommendations to increase Partner product knowledge and overall sales activity, and managing and maintaining revenue growth. You will need to work closely with internal stakeholders across the company as needed to develop sales strategies and facilitate growth & expansion for assigned accounts.

To be successful in this role you will be highly adaptable to changes in business direction, products and needs from both a Partner and internal Geotab perspective. In addition, the successful candidate will have strong communication, presentation and listening skills.

How You'll Make An Impact

• Enable Partner success by providing necessary tools, training, and resources to drive Geotab sales.
• 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.
• 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.
• Maintain current knowledge of all Geotab solutions, technology platforms, competitors and industry trends that impact the Partner network.

What You'll Bring To The Role

• 5+ years experience in technical sales or an account management position with a channel sales organization.
• Must be flexible with work schedules to accommodate different time zones.
• Ability to travel 25-50% of the time and internationally.
• 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.
• Demonstrated success in accurately forecasting account and volume activities, meeting and exceeding goals.
• Able to anticipate and understand channel Partners' needs and provide viable solutions.
• A well-defined sense of diplomacy, including solid negotiation, influencing, conflict resolution, and relationship management skills.
• 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) and Customer Relationship Management (CRM) tools (Salesforce).

If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply. Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.