Description:
As the Marketplace Channel Sales Manager, you will serve as the primary lead for your assigned channel, driving sales and revenue growth through robust processes, accountability, and relationship management. You will play a vital role in the Marketplace’s success by actively engaging in sales opportunities to monitor status, resolve delays, and provide value to ensure deal closure. A major focus of this position is increasing both internal and external visibility for Marketplace partners across the Geotab ecosystem. To enable partner success, you will build a strong pipeline using various strategies, including reseller introductions, customer webinars, lead engagement campaigns, and internal networking.To be successful in this role, you will be a results-oriented leader with strong negotiation and influencing skills, and the ability to thrive in a fast-paced, dynamic environment.
How You'll Make An Impact:
- Manage each assigned Partner to the Reseller network.
- Ensure each Partner is successful by achieving sales revenue 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 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.
What You'll Bring To The Role:
- 5-7 years of experience in a technical sales role.
- Ability to travel up to 50% of the time.
- 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.
- Relationship Management: Strong interpersonal and relationship-building skills to establish and nurture partnerships with partners, resellers, customers and other stakeholders. Ability to collaborate cross-functionally and influence without direct authority.