Marketplace Channel Engagement Manager

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Requirements:

• 5 - 7 years experience in a technical sales role.
• Bachelor's in a related field or Post-Secondary Diploma/Degree in Engineering, Business, Commerce, Computer Science or another relevant field.
• Ability to travel up to 50% of the time.
• Understanding of Channel Dynamics and market trends in Transportation, Telematics, or Fleet Management.
• Deep understanding of products or services, including features, benefits, and competitive positioning.
• Knowledge of market segmentation, customer needs, and competitor landscape within relevant industries.
• Familiarity with sales and marketing strategies, lead generation, and promotional activities.
• Proficiency in customer relationship management (CRM) systems and analytics tools.
• Strong interpersonal and relationship-building skills.
• Excellent verbal and written communication skills.
• Ability to think strategically and develop channel engagement strategies.
• Strong problem-solving skills.
• Proficient project management skills.
• Proven ability to drive results and meet or exceed targets.
• Strong negotiation and influencing skills.
• Ability to thrive in a fast-paced and dynamic environment.
• Demonstrated leadership abilities to inspire and motivate partners and team members.
• Ability to leverage data and analytics to inform decision-making.
• Strong customer-centric mindset.

Responsibilities:

• Manage each assigned Partner to the Reseller network.
• Ensure each Partner is successful by achieving lead and sales growth 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.
• Communicate the value of using Marketplace to resellers.
• Advise on solutions that optimally meet the end-user requirements.
• Be the SME and internal/external Geotab point of contact for each assigned Partner.
• Work with each assigned Partner to ensure post-launch strategies are successfully delivered.
• Develop and improve training and marketing materials targeting PAMs, resellers, and customers.
• Use CRM tools to log leads and track the sales process.
• Support Geotab global strategic initiatives.
• Represent the organization publicly and advocate for company goals.
• Proactively uncover potential business issues and communicate impacts to key stakeholders.
• Own the sales cycle from start to finish on all assigned Marketplace leads.