Senior Vice President, Channel Sales – North America

geotab | IoT and connected transportation technology

1h 14m ago

Remote In-Country

Full Time

Lead

United States of America

Title: Vice President, Channel Sales – North America Location: Remote - US

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:

Geotab is seeking a Vice President, Channel Sales – North America with deep, proven experience driving channel sales growth across the region. This leader will own the North American channel revenue number, manage senior-level commercial relationships with large strategic partners, and turn partner strategy into clear sales targets, disciplined execution, and measurable results. They will build, lead, and motivate a high-performing team—setting clear expectations and holding the team accountable for outcomes—while using AI and automation to improve sales productivity, partner effectiveness, and scale. If you love technology, and are keen to join an industry leader — we would love to hear from you!

What you'll do:

You’ll lead Geotab’s North America Channel Sales organization, translating business priorities into partner growth plans and strong team execution. You’ll align partners and cross-functional teams around measurable commercial outcomes and improve how the channel operates through practical AI and automation.

How you'll make an impact:

Set and execute North America channel strategy and partner growth plans, delivering revenue, market-share, and profitability targets.
Execute North America channel growth within Geotab’s Partner Program framework. Tailor joint plans, enablement, and performance expectations to each partner type while applying the program framework consistently.
Align partner coverage and co-selling with direct sales and run regular business reviews that track shared pipeline, forecast, partner-sourced and partner-influenced revenue, profitability, and agreed actions.
Build senior commercial relationships with value added resellers, carriers, fleet management partners, and systems integrators; negotiate agreements and pricing that support mutual growth.
Expand and strengthen the partner ecosystem by identifying high-potential partners and market opportunities.
Equip partners to sell Geotab solutions through effective enablement, training, and cross-functional support.
Use customer, market, and competitive insights to sharpen channel plans and position Geotab’s solutions.
Apply AI and automation to streamline sales processes and improve forecasting, partner effectiveness, and team productivity.
Lead, motivate, coach, and develop a high-performing team; set clear expectations and hold the team accountable for sales outcomes.
Own team structure, hiring, performance management, resource planning, and budget accountability.
Improve operating efficiency and partner across Geotab to deliver channel priorities and broader company initiatives.

What you'll bring to this role:

15+ years of leading channel sales in North America, with a strong record of delivering revenue growth through partners.
Experience managing complex commercial relationships with large strategic partners, including executive-level engagement and commercial negotiations.
Demonstrated experience working within a structured partner-program framework and managing commercial relationships across value added resellers, fleet management companies, carriers, and referral partners in North America.
A track record of setting sales targets, measuring performance, addressing gaps, and holding teams accountable for results.
Proven ability to lead, motivate, coach, and develop high-performing sales teams.
Demonstrated ability to identify, implement, and scale AI-enabled automation in a commercial organization, with measurable impact on productivity, cycle time, forecast quality, or partner conversion.
Strong strategic and analytical skills, with the ability to use market, customer, and performance data to guide decisions.
Excellent communication, influencing, and relationship-management skills across senior and cross-functional stakeholders.
Proficiency with CRM and business tools and systems.
Experience in a related industry is an asset.
A post-secondary degree in business, sales, marketing, or a related field—or equivalent relevant experience. An MBA is valued but not required.
Willingness to travel up to 60%, including internationally; a valid passport is required.

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.

Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.

Why job seekers choose Geotab:

Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program

*The above are offered to full-time permanent employees only

How we work:

At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!

Geotab verifies candidates' eligibility to work in the United States through E-Verify, an internet-based system operated by U.S. Citizen and Immigration Services.

Other employment statements:

Required Languages

🇬🇧 English

Who we are:

Who you are:

What you'll do:

How you'll make an impact:

Set and execute North America channel strategy and partner growth plans, delivering revenue, market-share, and profitability targets.

Execute North America channel growth within Geotab’s Partner Program framework. Tailor joint plans, enablement, and performance expectations to each partner type while applying the program framework consistently.

Align partner coverage and co-selling with direct sales and run regular business reviews that track shared pipeline, forecast, partner-sourced and partner-influenced revenue, profitability, and agreed actions.

Build senior commercial relationships with value added resellers, carriers, fleet management partners, and systems integrators; negotiate agreements and pricing that support mutual growth.

Expand and strengthen the partner ecosystem by identifying high-potential partners and market opportunities.

Equip partners to sell Geotab solutions through effective enablement, training, and cross-functional support.

Use customer, market, and competitive insights to sharpen channel plans and position Geotab’s solutions.

Apply AI and automation to streamline sales processes and improve forecasting, partner effectiveness, and team productivity.

Lead, motivate, coach, and develop a high-performing team; set clear expectations and hold the team accountable for sales outcomes.

Own team structure, hiring, performance management, resource planning, and budget accountability.

Improve operating efficiency and partner across Geotab to deliver channel priorities and broader company initiatives.

What you'll bring to this role:

15+ years of leading channel sales in North America, with a strong record of delivering revenue growth through partners.

Experience managing complex commercial relationships with large strategic partners, including executive-level engagement and commercial negotiations.

Demonstrated experience working within a structured partner-program framework and managing commercial relationships across value added resellers, fleet management companies, carriers, and referral partners in North America.

A track record of setting sales targets, measuring performance, addressing gaps, and holding teams accountable for results.

Proven ability to lead, motivate, coach, and develop high-performing sales teams.

Demonstrated ability to identify, implement, and scale AI-enabled automation in a commercial organization, with measurable impact on productivity, cycle time, forecast quality, or partner conversion.

Strong strategic and analytical skills, with the ability to use market, customer, and performance data to guide decisions.

Excellent communication, influencing, and relationship-management skills across senior and cross-functional stakeholders.

Proficiency with CRM and business tools and systems.

Experience in a related industry is an asset.

A post-secondary degree in business, sales, marketing, or a related field—or equivalent relevant experience. An MBA is valued but not required.

Willingness to travel up to 60%, including internationally; a valid passport is required.

Why job seekers choose Geotab:

*The above are offered to full-time permanent employees only

How we work:

Geotab verifies candidates' eligibility to work in the United States through E-Verify, an internet-based system operated by U.S. Citizen and Immigration Services.