Senior Partner Account Manager, Altitude by Geotab

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Requirements:

• 8-10 yers of technical sales experience.
• Proven experience managing diverse partner relationships — including systems integrators, resellers, and solution providers — with a strong preference for those who have worked with data and analytics platform partners.
• Experience with account management within a channel sales organization.
• Ability to travel 50% of the time.
• A passport is required.
• Deep understanding of sales principles, including prospecting, negotiation, closing deals, and maintaining customer relationships to effectively guide reseller partners through the sales process.
• Expertly skilled at analyzing sales data and performance metrics to identify trends and opportunities using this analytical ability to make data-driven decisions.

Responsibilities:

• Manage and develop Geotab Partner relationships to drive revenue and unit sales through new and existing Partners.
• Enable Partner success by providing necessary tools, training, and resources to effectively position and sell Geotab products or services.
• Work with internal stakeholders across the company (which may include team members from Business Development, Marketing, Solutions Engineering, Account Advisory, Marketplace and Product) as needed to develop sales strategies and facilitate growth & expansion for assigned accounts.
• Provide a feedback loop from Partners about the market, customer needs, and product performance to inform product, marketing, and business development strategies.
• Analyze sales data and performance metrics to evaluate the effectiveness of Partner partnerships to ensure mutual revenue, profitability and market share target goals are met.
• Serve as the subject matter expert for Partners and their customers by keeping Partners informed about new products/updates, educating and demonstrating Geotab solutions (and in some channels/segments: Marketplace Partners ).
• Prepare and present to leadership quarterly and annual reports on forecasts, sales performance, market trends, and the status of Partner relationships.
• Document activity through Salesforce - maintain and update regularly.
• Build and maintain strong, long-term relationships with large, strategic partners including regular communication and business review meetings to ensure credibility, brand value and trust are intact.
• 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. Engage Solutions Engineering and other technical resources where necessary.
• Understand and assist in managing the satisfaction of mutual end-user customers.
• Engage Partner to collaborate with the Pilots & Implementation team to facilitate prospect’s desired outcomes, and build a deployment/onboarding plan.
• 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 the Partner network around Partner and end customer satisfaction.
• Offer technical expertise to Partner 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 Partner expansion opportunities.
• Stay informed about market trends, technology platforms, competitor activities, and customer preferences and use this information to help Partners maximize Geotab solutions and adapt their strategies and offerings.
• Provide mentorship and support to other members of the team, new hires, interns.