Role overview

Geotab is a global leader in IoT and connected transportation solutions, helping businesses manage their fleets through web-based analytics and vehicle connectivity. As Vice President of Channel Sales for North America, you will lead the company’s channel revenue strategy across the region, managing strategic partner relationships and building a high-performing sales team to drive measurable growth.

Key responsibilities

Develop and execute the North America channel strategy and partner growth plans while delivering against revenue, market-share, and profitability targets.
Manage the channel sales organization within Geotab’s Partner Program framework, tailoring joint plans and enablement to different partner types including value added resellers, carriers, fleet management companies, and systems integrators.
Align partner coverage and co-selling efforts with the direct sales team and conduct regular business reviews to track pipeline, revenue forecasts, and profitability metrics.
Build and maintain senior-level commercial relationships with strategic partners, negotiate agreements and pricing structures, and identify new high-potential partnership opportunities.
Provide partners with effective enablement, training, and cross-functional support to strengthen their ability to sell Geotab solutions.
Implement AI and automation tools to streamline sales processes, improve forecasting accuracy, enhance partner effectiveness, and increase team productivity.
Lead, motivate, and develop a high-performing channel sales team, managing structure, hiring, performance reviews, resource allocation, and budget accountability.

Requirements

Minimum 15 years of experience leading channel sales in North America with a demonstrated record of delivering revenue growth through partner networks.
Proven experience managing complex commercial relationships with large strategic partners at the executive level, including negotiation and agreement management.
Track record of setting sales targets, measuring performance, identifying gaps, and holding teams accountable for achieving results.
Demonstrated ability to lead, motivate, coach, and develop high-performing sales teams with clear expectations and accountability measures.
Proven success identifying, implementing, and scaling AI-enabled automation in commercial organizations with measurable impact on productivity, cycle time, or conversion rates.
Strong strategic and analytical capabilities supported by proficiency with CRM and business tools; excellent communication and relationship-management skills across all organizational levels.
Post-secondary degree in business, sales, marketing, or related field, or equivalent relevant experience; willingness to travel up to 60% including internationally with a valid passport.

What makes this role worth considering

Geotab is a certified Great Place to Work with a culture focused on innovation, inclusion, and professional growth. This role offers the opportunity to shape channel strategy at a scale that processes billions of data points daily, working with cutting-edge technology in fleet management and connected transportation while leading a team in a fast-paced, collaborative environment.