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Vice President, Channel Sales – North America

GeotabRemote - USPosted 16 Oct 2026

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About this role

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.

Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture.

Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram . 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.

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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 in

Source listing: greenhouse_geotab

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