Channel Account Manager

Summary The Channel Account Manager builds long-term, strategic relationships with alliance partners and drives the sale of complex technical solutions through business-to-business channels.

About Xirgo Technologies

• The Future of Smart Fleet Logistics At Xirgo, we’re not just transforming logistics — we’re redefining what’s possible.
• Let’s move forward together.
• Our Purpose We believe smarter tools create smarter operations.
• As the switched-on experts in IoT fleet solutions, we transform uncertainty into confidence, complexity into clarity, and data into decisions.
• We empower partners with intelligent fleet logistics to create a more connected future.
• From bustling cities to open highways, from railroads to runways, our innovative technologies make peace of mind the new normal.
• To be the world’s most trusted partner in smart fleet logistics, delivering comprehensive IoT solutions that transform data into useful information.
• We enhance fleet safety, efficiency, and performance—ensuring confidence at every step.

Responsibilities

• 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.
• 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.
• Takes initiative, accepts new challenges, and follows through with limited supervision.
• Maintains focus and motivation while overcoming risks, obstacles, and changing priorities.
• Builds trust, represents the voice of the customer and partner, and delivers reliable, high-quality work.
• Aligns internal and external stakeholders without relying solely on formal authority.

Requirements

• 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.
• Connects partner activity to pipeline, revenue, profitability, and long-term strategic value.
• Uses data, planning, and consistent follow-through to turn strategy into measurable outcomes.

Benefits

• Competitive compensation package, Salary Range $90k-$110k, plus commission
• Comprehensive medical, dental, and vision coverage
• Life and disability insurance
• Employee Assistance Program Retirement plan
• Paid time off and work-life flexibility
• Career development and advancement opportunities
• Employee events and team activities