Who you are:

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Marketplace Channel Sales Manager who will work to build a pipeline through sales processes like reseller introductions, customer events/webinars, prior lead engagement campaigns, Geotab employee introductions, and any other creative sales ideas to enable partner success. The projects will vary in scope, complexity, and affected business area. If you love technology, and are keen to join an industry leader — we would love to hear from you!

What you'll do:

The Marketplace Channel Sales Manager is responsible for owning sales and leads to top partners within Geotab’s Marketplace platform. This position is the primary contact that will lead the channel they manage through strong sales processes, accountability, and relationship management in order to achieve sales and revenue targets. By engaging in each of the sales opportunities to review status, assist in any delays, and add value to aid in closure of all sales opportunities the CSM will be a key component to the Marketplace success. This role is heavily focused on pushing for external and internal exposure of the Marketplace partner throughout the full Geotab ecosystem to ensure sales are achieved.

How you'll make an impact

• 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 experience in a technical sales role.


• Bachelors in related fields: Engineering, Business, Commerce, Computer Science or another highly relevant field.


• Equivalent combination of education and/or work experience in related field may be substituted.


• MBA is an asset.


• 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.


• Results-Orientation: Proven ability to drive results and meet or exceed targets and KPIs. Focus on performance metrics such as growth of partner leads/wins and  revenue where applicable.


• Negotiation and Influencing: Strong ability to negotiate, persuade, and give feedback effectively. Demonstrated ability to influence management on strategic direction. 


• Adaptability: Ability to thrive in a fast-paced and dynamic environment, adapting to changing market conditions, customer needs, and organizational priorities.


• Leadership: Demonstrated leadership abilities to inspire and motivate partners, team peers, and cross-functional collaborators toward shared goals. Ability to provide guidance, coaching, and support to maximize partner success.


• Data-Driven Decision Making: Ability to leverage data and analytics to inform decision-making and optimize channel sales strategies. Comfortable using data to identify trends, evaluate performance, and make data-driven recommendations.

Why job seekers choose Geotab