Position SummaryThe Channel Account Manager builds long-term, strategic relationships with alliance partners and drives the sale of complex technical solutions through business-to-business channels. Working closely with Xirgo leadership and cross-functional teams, this role increases adoption of Xirgo products, software, and services by enabling Telematics Service Provider (TSP), resellers, and strategic channel partners.
The responsibilities include partner strategy, recruitment, onboarding, enablement, and growth within an assigned territory or portfolio by developing and implementing joint business plans, building qualified pipeline, supporting partner-led opportunities, coordinating training, marketing, pricing, and operational resources to achieve individual, team, and company sales and revenue targets.
Key Responsibilities- Develop and expand the Xirgo partner ecosystem by executing channel strategies, programs, and partner recruitment models.
- Establish productive, professional relationships with assigned TSPs, resellers, and strategic partners.
- Identify, recruit, onboard, enable, and launch new channel partners within the assigned territory or market segment.
- Build relationships across partner sales, marketing, operations, support, and executive teams to identify and influence new opportunities.
- Create and execute joint business plans, including quarterly performance objectives, financial targets, pipeline goals, and critical milestones.
- Collaborate with partners on demand generation, account mapping, sales campaigns, customer presentations, proposals, quotations, and pricing.
- Manage partner pipeline and forecast monthly and quarterly revenue using the company CRM (NetSuite) and established sales processes.
- Evaluate partner performance and recommend actions to improve engagement, market penetration, revenue, and profitability.
- Educate and train partners on the Xirgo product portfolio, software, services, and value proposition.
- Coordinate partner training and mobilize sales, marketing, product, support, service, and leadership resources to meet partner expectations.
- Establish clear rules of engagement and escalation procedures to resolve operational, commercial, pricing, and channel conflict issues quickly.
- Support partner marketing activities, including trade shows, conferences, campaigns, webinars, and other promotional programs.
- Monitor market trends, customer needs, competitive activity, and channel developments, and translate insights into partner growth actions.
- Meet or exceed assigned revenue, profitability, pipeline, and strategic performance objectives.
Required Experience and Qualifications- Bachelor's degree in business, sales, marketing, or related field, or equivalent professional experience.
- 5+ years of successful B2B channel sales, channel development, or partner account management experience.
- Demonstrated success selling complex technical solutions through partners and producing measurable revenue results.
- Experience in telematics, IoT, fleet technology, video safety, connected devices, or adjacent technology sales is preferred.
- Ability to understand technical and commercial concepts quickly and translate them into clear partner-facing tools, presentations, and sales resources.
- Proven ability to assess and address partner needs for product knowledge, sales readiness, training, and ongoing support through in-person and virtual engagement.
- Strong organization and prioritization skills, with the ability to manage multiple partners, opportunities, and deadlines simultaneously.
- Demonstrated ability to negotiate and manage pricing, commercial terms, partner expectations, and support requirements.
- Proficiency with Microsoft office programs (Outlook, Word, PowerPoint, Excel) , CRM platforms, web-conferencing tools, and sales productivity applications.
- Ability to navigate cross-functional and global organizations, advocate for partners, and gain internal alignment and support.
- Excellent written, verbal, presentation, persuasion, and relationship-management skills.
- Ability to travel periodically for partner visits, customer meetings, industry conferences, and company events.
Core CompetenciesEntrepreneurial Ownership: Takes initiative, accepts new challenges, and follows through with limited supervision.
Perseverance: Maintains focus and motivation while overcoming risks, obstacles, and changing priorities.
Customer and Partner Focus: Builds trust, represents the voice of the customer and partner, and delivers reliable, high-quality work.
Commercial Acumen: Connects partner activity to pipeline, revenue, profitability, and long-term strategic value.
Collaboration and Influence: Aligns internal and external stakeholders without relying solely on formal authority.
Execution Discipline: Uses data, planning, and consistent follow-through to turn strategy into measurable outcomes.
Compensation and Benefits- Competitive compensation package, Salary Range $90k-$110k, plus commission
- Comprehensive medical, dental, and vision coverage
- Life and disability insurance
- Employee Assistance Program
- Paid time off and work-life flexibility
- Career development and advancement opportunities
- Employee events and team activities
