Channel Manager

Basis:

Permanent - Full Time

Area of Interest:

Sales

Location:

London, United Kingdom

Who we are

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 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. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram, Twitter or Facebook.

Who you are

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Partner Account Manager oriented by results, working through a reseller model to develop, own and leverage relationships to grow existing reseller accounts.

What you'll do

As a Partner Account Manager you will develop strong, collaborative relationships within their reseller network and provide innovative, valuable business recommendations to increase reseller product knowledge, performance and sales activity.

How you'll make an impact
  • Drive revenue and unit sales through new and existing reseller partnerships to the minimum expected growth.

  • Research, prospect, qualify, negotiate and close new reseller partners.

  • Monitor and update device orders and activity through Salesforce and maintain opportunities throughout the entire sales cycle.

  • Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)and appropriate sales activity levels and behaviors.

  • Educate and demonstrate Geotab technology (GO device and IOXs, the architecture, and MyGeotab) to prospective resellers.

  • Ensure the reseller and Geotab successfully meet agreed revenue, profitability and market share targets.

  • Leverage Sales Specialists to coach and develop assigned reseller network on Geotab solutions via in-person meetings, platform training, webinars and participation in their customer calls and appointments.

  • Consistently conduct regular business review meetings with assigned resellers.

  • Build Geotab credibility, brand value and trust with assigned reseller network.

  • Identify new areas for growth; propose and manage programs and initiatives accordingly.

  • Regularly evaluate marketing activities and initiatives within reseller network to ensure that the Geotab brand is well represented and lead generation is maximized.

  • Liaise with internal teams to share knowledge, insight and understanding from reseller network around reseller and end customer satisfaction.

  • Offer technical expertise to reseller network to help close sales, assist with RFP’s as required.

  • Attend trade shows and conferences to build company credibility, brand presence and identify new business opportunities.

  • Maintain current knowledge of all Geotab solutions, technology platforms, competitor and industry trends that impact the reseller network.

  • Support Geotab global strategic initiatives.

What you'll bring to this role
  • 5-8 years experience in technical sales.

  • 5-8 years experience in an account management position with a channel sales organization.

  • Post-Secondary Diploma/Degree.

  • Diploma/Degree specialization in Business, Commerce, Engineering, Computer Science, or a related field highly valued.

  • Experience in the telematics industry is a plus.

  • Strong aptitude for understanding technical and business requirements.

  • Proven track record in developing new sales and accounts.

  • Able to anticipate and understand channel partners’ needs and provide viable solutions.

  • Exceptional skills in developing and maintaining client relationships.

  • Demonstrated success in accurately forecasting account and volume activities, meeting and exceeding goals.

  • A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.

  • Excellent verbal and written communication skills in English, including comfort with delivering presentations and training.

  • Highly organized and able to manage multiple tasks and projects simultaneously.

  • Strong analytical skills with the ability to problem solve to well-judged decisions.

  • Ability to translate technical solutions to meet customer requirements.

  • Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.

  • Entrepreneurial mindset and comfortable in a flat organization.

What makes our staff passionate about Geotab?

Work from home and flex working arrangements

Online learning and networking opportunities

Employer pension contributions

Private medical insurance

Generous dental coverage and worldwide travel insurance

Subsidized fitness membership

Electric vehicle purchase incentive program

Co-pay tuition reimbursement

How we work

At Geotab, we understand that the world is always changing and that we need to change with it. Geotab has adopted a hybrid model for working, including a flexible work from home program, with the opportunity to work in our safe, clean offices. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!

We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals. We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. Click here to learn more about what happens with your personal data.

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