Partner Account Manager

2 weeks ago

Adelaide Region SA, Australia Geotab Full time

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.

**Who you are**:
We are always looking for amazing talent who can contribute to our growth and deliver results Geotab is seeking a Partner Account Manager oriented by results, working through a reseller model to develop, own and leverage relationships to grow existing strategic accounts across ANZ.

**What you'll do**:
As a Partner Account Manager you will develop strong, collaborative relationships within their reseller network and provide innovative, valuable business recommendations to increase reseller product knowledge, performance and sales activity.

**How you'll make an impact**:

- Drive revenue and unit sales through new and existing reseller partnerships to the minimum expected growth.
- Research, prospect, qualify, negotiate and close reseller opportunities.
- Monitor and update device orders and activity through Salesforce and maintain opportunities throughout the entire sales cycle.
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)and appropriate sales activity levels and behaviors.
- Educate and demonstrate Geotab technology (GO device and IOXs, the architecture, and MyGeotab) to prospective resellers.
- Ensure the reseller and Geotab successfully meet agreed revenue, profitability and market share targets.
- Leverage Sales Specialists to coach and develop assigned reseller network on Geotab solutions via in-person meetings, platform training, webinars and participation in their customer calls and appointments.
- Consistently conduct regular business review meetings with assigned resellers.
- Build Geotab credibility, brand value and trust with assigned reseller network.
- Identify new areas for growth; propose and manage programs and initiatives accordingly.
- Regularly evaluate marketing activities and initiatives within reseller network to ensure that the Geotab brand is well represented and lead generation is maximized.
- Liaise with internal teams to share knowledge, insight and understanding from reseller network around reseller and end customer satisfaction.
- Offer technical expertise to reseller 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 business opportunities.
- Maintain current knowledge of all Geotab solutions, technology platforms, competitor and industry trends that impact the reseller network.
- Support Geotab global strategic initiatives.

**What you'll bring to this role**:

- Post-Secondary Diploma/Degree. Diploma/Degree specialization in Business, Commerce, Engineering, Computer Science, or a related field highly valued.
- 6+ years of experience in Sales or Business Development within the SaaS or IoT industry. Experience in the telematics industry is a plus.
- Previous experience in an account management position and indirect sales would be ideal.
- Strong aptitude for understanding technical and business requirements.
- Proven track record in developing new sales and accounts.
- Able to anticipate and understand channel partners’ needs and provide viable solutions.
- Exceptional skills in developing and maintaining client relationships.
- Demonstrated success in accurately forecasting account and volume activities, meeting and exceeding goals.
- A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
- Highly organized and able to manage multiple tasks and projects simultaneously.
- Strong analytical skills with the ability to problem solve to well-judged decisions.
- Ability to translate technical solutions to meet customer requirements.
- Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.
- Entrepreneurial mindset and comfortable in a flat organization.

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.

How we

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