Marketplace Channel Sales Manager at Geotab

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 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. 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. Join our talent network to learn more about job opportunities and company news. Who you are: We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Marketplace Channel Sales Manager who will own sales and leads to top partners within Geotab’s Marketplace platform. If you love technology, and are keen to join an industry leader — we would love to hear from you! What you'll do: As the Marketplace Channel Sales Manager, you will serve as the primary lead for your assigned channel, driving sales and revenue growth through robust processes, accountability, and relationship management. You will play a vital role in the Marketplace’s success by actively engaging in sales opportunities to monitor status, resolve delays, and provide value to ensure deal closure. A major focus of this position is increasing both internal and external visibility for Marketplace partners across the Geotab ecosystem. To enable partner success, you will build a strong pipeline using various strategies, including reseller introductions, customer webinars, lead engagement campaigns, and internal networking.To be successful in this role, you will be a results-oriented leader with strong negotiation and influencing skills, and the ability to thrive in a fast-paced, dynamic environment. How you'll make an impact: • Manage each assigned Partner to the Reseller network. • Ensure each Partner is successful by achieving sales revenue targets. • Develop an annual Business Plan with the Partner and own delivery of Quarterly Business Reviews (QBR). • Proactively identify and recommend improved integrations. • Own and nurture the relationships with each level of Partners managed in the assigned channel. • Work with leaders to create target metrics and measurable sales goals related to assigned partners. • Master the knowledge within the Geotab Reseller ecosystem and trends in the telematics industry to guide resellers on how to best work with each Partner. • Communicate the value of using Marketplace to resellers and ensure successful adoption and usage of the platform. • Advise on solutions that optimally meet the end user requirements (e.g. Support Resellers on customer calls to help them present Marketplace or by handling customer facing inquiries). • Be the SME and internal/external Geotab point of contact for each assigned Partner. • Work with each assigned Partner and their solution to ensure any post-launch strategy with Resellers is successfully delivered. • Work with the Partner to develop and improve training and marketing materials targeting PAMs, resellers and customers. • Use CRM tools (e.g. Salesforce) to log leads and track the sales process, post meeting reviews, QBR’s, and any other items important to the partners • Support Geotab global strategic initiatives. • Represent the organization publicly and be an advocate for company goals. • Proactively uncover potential business issues and communicate their potential impacts to key stakeholders. • Own the sales cycle from start to finish on all assigned Marketplace leads, opportunities, pilots, and any RFP’s. • Aids in creating sales pipeline with Marketplace partner by working through multiple sales processes What you'll bring to the role: • 5-7 years of experience in a technical sales role. • Ability to travel up to 50% of the time. • Understanding of Channel Dynamics: Knowledge of various distribution channels. Understanding channel structures, partner ecosystems, and market trends. Industry knowledge in Transportation, Telematics or Fleet Management. • Product Knowledge: Deep understanding of products or services, including features, benefits, and competitive positioning. Ability to articulate value propositions tailored to different audiences. • Market Analysis: Knowledge of market segmentation, customer needs, and competitor landscape within relevant industries. Ability to analyze market data and identify opportunities for channel expansion and growth. • Sales and Marketing Principles: Familiarity with sales and marketing strategies, tactics, and best practices. Understanding of marketing techniques, lead generation, and promotional activities. Expert proficiency in understanding technical, business and sales requirements. • CRM and Analytics Tools: Proficiency in customer relationship management (CRM) systems and analytics tools to track performance, analyze data, and generate insights for decision-making. • Relationship Management: Strong interpersonal and relationship-building skills to establish and nurture partnerships with partners, resellers, customers and other stakeholders. Ability to collaborate cross-functionally and influence without direct authority. • Communication Skills: Excellent verbal and written communication skills to effectively convey ideas, negotiate agreements, and present proposals to internal teams and external partners, including comfort with delivering presentations and training. • Strategic Thinking: Ability to think strategically and develop channel sales strategies aligned with overall business objectives. Capacity to anticipate market shifts and risks, and adapt strategies accordingly. • Problem-Solving: Strong problem-solving skills to identify issues, analyze root causes, and develop practical solutions to address challenges in channel sales and performance. • Project Management: Proficient project management skills to plan, execute, and monitor business plans and channel sales initiatives effectively. Ability to prioritize tasks, manage timelines, and allocate resources efficiently. • Results-Orientation: Proven ability to drive results and meet or exceed targets and KPIs. Focus on performance metrics such as growth of partner leads/wins and revenue where applicable. • Negotiation and Influencing: Strong ability to negotiate, persuade, and give feedback effectively. Demonstrated ability to influence management on strategic direction. • Adaptability: Ability to thrive in a fast-paced and dynamic environment, adapting to changing market conditions, customer needs, and organizational priorities. • Leadership: Demonstrated leadership abilities to inspire and motivate partners, team peers, and cross-functional collaborators toward shared goals. Ability to provide guidance, coaching, and support to maximize partner success. • Data-Driven Decision Making: Ability to leverage data and analytics to inform decision-making and optimize channel sales strategies. Comfortable using data to identify trends, evaluate performance, and make data-driven recommendations. • Customer Focus: Strong customer-centric mindset with a focus on delivering value and exceptional experiences to channel partners and end customers. Commitment to understanding partner needs and aligning channel strategies accordingly. • Strong level of accountability and workload management consisting of on-time project deliveries, consistent check ins with marketplace partners, as well as timely handling of customer leads. • End to end ownership of the sales and leads within your partner channel. 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. Why job seekers choose Geotab: Flex working arrangements Home office reimbursement program Baby bonus & parental leave top up program Online learning and networking opportunities Electric vehicle purchase incentive program Competitive medical and dental benefits Retirement savings program *The above are offered to full-time permanent employees only How we work: At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. 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! Geotab verifies candidates' eligibility to work in the United States through E-Verify, an internet-based system operated by U.S. Citizen and Immigration Services. Other employment statements: Geotab will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information. 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 [Upgrade to PRO to see contact]. Geotab provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Geotab complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Geotab expressly prohibits any form of workplace harassment or discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Geotab's employees to perform their job duties may result in discipline up to and including discharge. If you would like more information about our EEO program or wish to file a complaint, please contact our EEO officer, Klaus Boeckers at [Upgrade to PRO to see contact]. For more details, view a copy of the EEOC's Know Your Rights poster. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice.