Senior Partner Account Manager

What you'll do:

The Senior Partner Account Manager is pivotal in managing and nurturing relationships within an assigned list of our larger and more strategic Partners. A successful Senior Partner Account Manager will manage and maintain health, support, revenue growth and increased mindshare with their Partners. By establishing trusted relationships and managing day-to-day interactions, the Senior Partner Account Manager will develop and maintain strong, collaborative relationships and provide innovative and valuable business recommendations to increase Partner product knowledge and overall sales activity among our larger and more strategic partner accounts. As a senior member of this relationship management team, this position regularly collaborates with internal teams, including marketing, product development, and finance, to align strategies and achieve the goals customized for each Partner.

How you'll make an impact:

• 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.

What you'll bring to this role:

• Ability to be laser focused on prioritizing the needs and satisfaction of end customers, delivering value to the end-user can help build stronger partner relationships.

• Deep understanding of sales principles, including prospecting, negotiation, closing deals, and maintaining customer relationships to effectively guide reseller partners through the sales process.

• Goal-oriented and focused on achieving sales targets and objectives. They are motivated by results and take initiative to meet or exceed goals.

• Adept at both written and verbal communication, able to articulate ideas, provide clear instructions, and listen actively to understand partner and customer needs.

• Skillful with building and maintaining strong, trust-based relationships with reseller partners by fostering collaboration, resolving conflicts, and ensuring partners feel valued and supported.

• Ability to gain deep understanding of products or services to provide expert guidance and answer technical questions to support reseller partners.

• Ability to stay informed about industry trends, competitor activities, and customer preferences and use this knowledge to inform strategies and decision-making.

• Expertly skilled at analyzing sales data and performance metrics to identify trends and opportunities using this analytical ability to make data-driven decisions.

• Masterful problem-solving skills to resolve conflicts between partners, addressing customer issues, or adapting to changing market conditions.

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

• Ability to travel 25–50% of the time. Valid passport required for international travel.