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 work to build a pipeline through sales processes like reseller introductions, customer events/webinars, prior lead engagement campaigns, Geotab employee introductions, and any other creative sales ideas to enable partner success. 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!
What you'll do:The Marketplace Channel Sales Manager is responsible for owning sales and leads to top partners within Geotab’s Marketplace platform. This position is the primary contact that will lead the channel they manage through strong sales processes, accountability, and relationship management in order to achieve sales and revenue targets. By engaging in each of the sales opportunities to review status, assist in any delays, and add value to aid in closure of all sales opportunities the CSM will be a key component to the Marketplace success. This role is heavily focused on pushing for external and internal exposure of the Marketplace partner throughout the full Geotab ecosystem to ensure sales are achieved.
How you'll make an impact- 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.
- 5 - 7 years experience in a technical sales role.
- Bachelors in related fields: Engineering, Business, Commerce, Computer Science or another highly relevant field.
- Equivalent combination of education and/or work experience in related field may be substituted.
- MBA is an asset.
- 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.
- 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.
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
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 careers@geotab.com. 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 HRCompliance@geotab.com. 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 learn more about what happens with your personal data.The annual base salary for this position is anticipated to be the range listed below. Geotab offers various perks and benefits and other compensation components that an individual may be eligible for. The actual base salary for this position would depend on a variety of factors such as but not specific to skills, qualifications, education and overall experience, including the location the applicant lives or intends to live while performing the job. This also includes equity with other team members and alignment with local market data. All offers of employment are contingent upon proof of eligibility to work and the individual's ability to pass a background check.
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