GEOTAB

• Develop and maintain expert-level knowledge of the Geotab ecosystem, serving as a Subject Matter Expert (SME) to empower end-users and partners and enhance their understanding of Geotab solutions. • Engage and collaborate with strategic partners and key end-users to optimize their utilization of Geotab's technology, products, and solutions, tailoring the approach to meet their complex and specific needs. • Collaborate with the Geotab revenue generating teams as a key technical resource to identify and deliver effective solutions for customer challenges, by working closely with them and their partners, contributing to sales growth, ecosystem expansion and customer retention. • Drive revenue growth by translating complex technical capabilities into tangible business value for prospective clients. Conduct in-depth discovery and requirements analysis to design and deliver compelling technical demonstrations and pilots that directly align with customer needs and accelerate deal closure. • Ensure partner and end-user satisfaction through prompt and accurate service, bolstering internal team support by providing additional insights and know-how. • Support Geotab’s partner upskilling, driving them towards excellence to support customers across unique channels, using best practices, and leveraging a deep understanding of industry verticals. • Assess and analyze complex partner and end-user business challenges, identifying Geotab’s viability and proposing alternative approaches when necessary. • Contribute to the continuous improvement of the company's offerings by providing partner and end-user feedback, providing opportunities to collaborate with Product. • Keep and maintain accurate documentation and records of customer/partner engagements, complex solution designs and deliverables by following department processes and procedures. • Manage high-impact projects, highly strategic customers/partners, collaborating closely with partners, third-party integrators, and customers to ensure seamless implementation, deployment, and success. • Create and contribute to processes and procedures, handle escalations, identify areas for change and drive the change. • Mentor and support Solutions Engineers and other team members, sharing knowledge, expertise, and best practices to promote skill development and professional growth.

• Develop and maintain comprehensive knowledge of the Geotab ecosystem, serving as a Subject Matter Expert (SME) to empower end-users and partners and enhance their understanding of Geotab solutions. • Engage and collaborate with partners and end-users to optimize their utilization of Geotab's technology, products, and solutions, tailoring the approach to meet their specific needs. • Collaborate with the Geotab revenue generating teams as a key technical resource to identify and deliver effective solutions for customer challenges, by working closely with them and their partners, contributing to sales growth, ecosystem expansion and customer retention. • Conduct technical activities ranging from discovery, requirements gathering, technical demonstrations, presentations, etc. enabling an enriching customer engagement experience. • Ensure partner and end-user satisfaction through prompt and accurate service, bolstering internal team support by providing additional insights and know-how. • Support Geotab’s partner upskilling, driving them towards excellence to support customers across unique channels, using best practices, and leveraging a deep understanding of industry verticals. • Assess and analyze partner and end-user business challenges, identifying Geotab’s viability and proposing alternative approaches when necessary. • Contribute to the continuous improvement of the company's offerings by providing partner and end-user feedback, providing opportunities to collaborate with Product. • Keep and maintain accurate documentation and records of customer/partner engagements, solution designs and deliverables by following department processes and procedures.

• Define, refine, and optimize team processes to ensure efficiency, consistency, and alignment with organizational goals. • Lead and facilitate team meetings, including 1:1s, planning sessions, and retrospectives, fostering a culture of continuous improvement. • Provide strategic direction, mentorship, and training opportunities, empowering team members through coaching and professional development initiatives. • Engage in team development by ensuring a collaborative and supportive environment, and by maintaining and expanding the team’s technical knowledge of the Geotab ecosystem. • Collaborate with and support employees during the performance management process, providing consistent and constructive feedback on performance, key performance areas, and career development planning. • Strategically allocate projects and resources to maximize impact, balancing workloads while optimizing team and individual contributions. • Establish and track SMART KPAs for both the team and individual contributors, ensuring alignment with department and company objectives. • Anticipate and address evolving team resourcing needs through strategic hiring and workforce planning. • Manage team budgets through cost optimization. • Provide technical leadership and assist in scoping projects, managing partner/customer requests, lead business meetings as they relate to technical solutioning and Geotab ecosystem optimization, etc. • Engage and collaborate with partners and customers to optimize their utilization of Geotab’s technology, products, and solutions, tailoring the approach to meet their specific and unique needs. • Manage project timelines and deliverables, ensuring adherence to best practices and quality standards. • Identify opportunities for innovation, leveraging technical insights to enhance solution offerings and drive business success. • Drive continuous improvement initiatives by streamlining processes to enhance efficiency, effectiveness, and overall business impact. • Build and manage strong relationships with the team, internal stakeholders, and partners/customers by understanding their needs, accurately capturing technical requirements, serving as a point of escalation for projects, and fostering partner and customer loyalty. • Communicate technical solutions effectively to both technical and non-technical audiences. • Work across functions and align with senior leadership. • Maintain a strong focus on strategic and revenue generating activities, ensuring team member efforts are impactful and align with company KPAs. • Identify opportunities to scale and enhance the team’s impact through process automation, efficiency improvements, and knowledge-sharing initiatives. • Develop, maintain and execute on annual plans to support revenue growth, resource availability, technical solutioning, that align with company goals, industry trends and general best practices. • Determine team strategy in conjunction with the department leader(s).

• Develop and maintain comprehensive knowledge of the Geotab ecosystem, serving as a Subject Matter Expert (SME) to empower end-users and partners and enhance their understanding of Geotab solutions. • Engage and collaborate with partners and end-users to optimize their utilization of Geotab's technology, products, and solutions, tailoring the approach to meet their specific needs. • Collaborate with the Geotab revenue generating teams as a key technical resource to identify and deliver effective solutions for customer challenges, by working closely with them and their partners, contributing to sales growth, ecosystem expansion and customer retention. • Conduct technical activities ranging from discovery, requirements gathering, technical demonstrations, presentations, etc. enabling an enriching customer engagement experience. • Ensure partner and end-user satisfaction through prompt and accurate service, bolstering internal team support by providing additional insights and know-how. • Support Geotab’s partner upskilling, driving them towards excellence to support customers across unique channels, using best practices, and leveraging a deep understanding of industry verticals. • Assess and analyze partner and end-user business challenges, identifying Geotab’s viability and proposing alternative approaches when necessary. • Contribute to the continuous improvement of the company's offerings by providing partner and end-user feedback, providing opportunities to collaborate with Product. • Keep and maintain accurate documentation and records of customer/partner engagements, solution designs and deliverables by following department processes and procedures.

• Manage an assigned list of mid-market and enterprise sales opportunities. • Build, evaluate, and implement sales strategies to generate new ARR for assigned opportunities. • Document all selling strategies, engagements, and activities within Salesloft and SFDC to allow for effective revenue forecasting in accordance with minimum forecast accuracy metrics. • Document all selling strategies, engagements, and activities within Salesloft and SFDC to meet minimum opportunity engagement metrics and qualify opportunities for quota retirement. • Collaborate with the Business Segment team to align enterprise sales activities to the broader segment strategies for assigned enterprise opportunities. • Collaborate with other cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems in accordance with best practices and in a manner that allows for effective oversight. • Collaborate on RFX process when assigned enterprise opportunities are involved. • Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts. • Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned enterprise opportunities. • Stay informed on the current competitive landscape in the category including leaders and startups. • Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned enterprise opportunities. • Provide input on new business opportunities, competitive analysis, market trends, and business environment. • Collaborate with leadership to develop short and long term strategic revenue plans and forecasts.

• Own and define the enablement strategy for a specific product, platform, or segment domain, ensuring all enablement solutions are grounded in deep expertise within that specific area • Act as the primary enablement partner to Sales leadership, aligning on priorities, pipeline needs, and performance outcomes • Ensure readiness across the full revenue lifecycle, including prospecting, qualification, discovery, demo, proposal, and expansion • Identify domain-specific readiness gaps and define targeted enablement strategies to improve execution and results • Translate capabilities within their specific product, platform, or segment domain, into clear, domain-specific value propositions, use cases, and customer outcomes • Define how solutions should be positioned across segments, personas, and sales motions • Ensure messaging reflects the unique needs, challenges, and buying behaviors associated with their specific product, platform, or segment domain • Establish competitive positioning and differentiation specific to the domain • Develop domain-specific sales plays, discovery approaches, and deal strategies aligned to their specific product, platform, or segment domain • Translate product or segment solutions into role-specific execution across SDR, BDR, Account Executives, Partners, and Solution Engineering • Ensure all sales motions and execution frameworks are tailored to the realities of their specific product, platform, or segment domain, including customer use cases and deal dynamics • Enable repeatable, scalable execution models that support pipeline generation, deal progression, and expansion within the domain • Define and own all enablement solutions for their specific product, platform, or segment domain, ensuring they are directly aligned to domain expertise and field execution needs • Establish requirements and direction for enablement assets specific to their product, platform, or segment domain, including: Sales playbooks, Messaging frameworks, Demo strategies and flows, Competitive positioning guides, Objection handling frameworks, Discovery guides, Deal support materials • Ensure all assets are built to reflect real-world execution within their specific product, platform, or segment domain, including customer scenarios, industry nuances, and sales motions • Partner with Content, Learning Design, and Demo Excellence teams to operationalize and deliver these solutions • Partner with Product Management, Product Marketing, Sales, Revenue Delivery and Revenue Operations to ensure enablement is aligned to roadmap, messaging, and GTM priorities • Collaborate with other Enablement Leads to ensure consistency and alignment across product and segment domains • Ensure horizontal and vertical alignment so that solutions are both globally consistent and locally relevant • Gather domain-specific field insights, feedback, and performance data related to their specific product, platform, or segment domain • Identify gaps in positioning, messaging, and execution specific to the domain and drive improvements • Continuously refine enablement solutions to reflect evolving customer needs, market dynamics, and sales performance • Ensure enablement remains practical, relevant, and directly tied to field success

• As a Key Account Manager your key area of responsibility will be own and develop specific, large, strategic accounts, taking responsibility for the revenue retention and growth strategy of the account. • This highly cross-functional role collaborates with Business Development, Solutions Engineering and Product to grow revenue and identify new areas of value for the customer targeted to the customers business divisions across senior leadership. • Seek, develop and cultivate collaborative relationships with the C-Suite of our Large Accounts, leveraging these high-level connections to understand strategic priorities, align solutions with executive goals, and secure long-term partnerships by providing innovative, valuable business recommendations around large fleet best practices. • Actively expand the subscription base and increase the usage of Geotab's products and services, including marketplace offerings like cameras and asset trackers. • Directly responsible for meeting and exceeding assigned revenue targets for account growth, ensuring a strategic approach to generating revenue through account expansion. • Own the management of Enterprise accounts to a best-in-class standard, ensuring the basics of excellent account management are covered within regular business reviews to ensure the accuracy of forecasting, early identification/management of issues and appropriate SLT engagement from Geotab as well as ensuring Geotab is driven to the next level within the customer by actively seeking ways in which Geotab’s products and services can be utilised to drive innovation within the account. • Consult with strategic customers on best practices in change management, technology implementation, customer experience, and other topics critical to program success. • Educate and articulate the value of continual investment in the data provided by Geotab and our partners. • Utilize pilots to quantify the value created by engaging with the Geotab ecosystem with the support of Strategic Account Advisors and Business Development. • Provide strategic feedback to Geotab’s regional leadership based on localized and global activities and successes, fostering a cohesive global strategy. • Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned verticals. • Develop an informed short and long term customer strategy roadmap for internal Geotab stakeholders including Product, DNA, and Marketplace. • Identify and map out key stakeholders within Geotab and within each strategic global account, ensuring comprehensive coverage and understanding of all ongoing discussions and opportunities including emerging markets. • Utilize project management skills to oversee and manage account activities effectively, ensuring a consistent and impactful approach across all regions. • Utilize an in depth knowledge of Service Delivery and support processes to ensure assigned customers are maximising the benefits of Geotabs services and paths of issue management via processes which are efficient for Geotab and the customer. • Promote and raise the profile of the Geotab solution offering, ensuring that the company achieves positive brand equity and captures market/mind share. • Understand the competitive landscape and provide feedback and direction to Marketing and senior leadership within Geotab. • Provide input on new business opportunities, competitive analysis, market trends, and business environment.

• Seek, develop and cultivate collaborative relationships with the C-Suite of our Large Accounts, leveraging these high-level connections to understand strategic priorities, align solutions with executive goals, and secure long-term partnerships by providing innovative, valuable business recommendations around large fleet best practices • Actively expand the subscription base and increase the usage of Geotab's products and services, including marketplace offerings like cameras and asset trackers. • Directly responsible for meeting and exceeding assigned revenue targets for account growth, ensuring a strategic approach to generating revenue through account expansion. • Own the management of Enterprise accounts to a best-in-class standard, ensuring the basics of excellent account management are covered within regular business reviews to ensure the accuracy of forecasting, early identification/management of issues and appropriate SLT engagement from Geotab as well as ensuring Geotab is driven to the next level within the customer by actively seeking ways in which Geotab’s products and services can be utilised to drive innovation within the account. • Consult with strategic customers on best practices in change management, technology implementation, customer experience, and other topics critical to program success. • Educate and articulate the value of continual investment in the data provided by Geotab and our partners. • Utilize pilots to quantify the value created by engaging with the Geotab ecosystem with the support of Strategic Account Advisors and Business Development. • Provide strategic feedback to Geotab’s regional leadership based on localized and global activities and successes, fostering a cohesive global strategy. • Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned verticals. • Develop an informed short and long term customer strategy roadmap for internal Geotab stakeholders including Product, DNA, and Marketplace. • Identify and map out key stakeholders within Geotab and within each strategic global account, ensuring comprehensive coverage and understanding of all ongoing discussions and opportunities including emerging markets. • Utilize project management skills to oversee and manage account activities effectively, ensuring a consistent and impactful approach across all regions. • Utilize an in-depth knowledge of Service Delivery and support processes to ensure assigned customers are maximising the benefits of Geotab's services and paths of issue management via processes which are efficient for Geotab and the customer. • Promote and raise the profile of the Geotab solution offering, ensuring that the company achieves positive brand equity and captures market/mind share. • Understand the competitive landscape and provide feedback and direction to Marketing and senior leadership within Geotab. • Provide input on new business opportunities, competitive analysis, market trends, and business environment.

• Own and define the enablement strategy for a specific product, platform, or segment domain, ensuring all enablement solutions are grounded in deep expertise within that specific area • Act as the primary enablement partner to Sales leadership, aligning on priorities, pipeline needs, and performance outcomes • Ensure readiness across the full revenue lifecycle, including prospecting, qualification, discovery, demo, proposal, and expansion • Identify domain-specific readiness gaps and define targeted enablement strategies to improve execution and results • Translate capabilities within their specific product, platform, or segment domain, into clear, domain-specific value propositions, use cases, and customer outcomes • Define how solutions should be positioned across segments, personas, and sales motions • Ensure messaging reflects the unique needs, challenges, and buying behaviors associated with their specific product, platform, or segment domain • Establish competitive positioning and differentiation specific to the domain • Develop domain-specific sales plays, discovery approaches, and deal strategies aligned to their specific product, platform, or segment domain • Translate product or segment solutions into role-specific execution across SDR, BDR, Account Executives, Partners, and Solution Engineering • Ensure all sales motions and execution frameworks are tailored to the realities of their specific product, platform, or segment domain, including customer use cases and deal dynamics • Enable repeatable, scalable execution models that support pipeline generation, deal progression, and expansion within the domain • Define and own all enablement solutions for their specific product, platform, or segment domain, ensuring they are directly aligned to domain expertise and field execution needs • Establish requirements and direction for enablement assets specific to their product, platform, or segment domain, including: Sales playbooks, Messaging frameworks, Demo strategies and flows, Competitive positioning guides, Objection handling frameworks, Discovery guides, Deal support materials • Ensure all assets are built to reflect real-world execution within their specific product, platform, or segment domain, including customer scenarios, industry nuances, and sales motions • Partner with Content, Learning Design, and Demo Excellence teams to operationalize and deliver these solutions • Partner with Product Management, Product Marketing, Sales, Revenue Delivery and Revenue Operations to ensure enablement is aligned to roadmap, messaging, and GTM priorities • Collaborate with other Enablement Leads to ensure consistency and alignment across product and segment domains • Ensure horizontal and vertical alignment so that solutions are both globally consistent and locally relevant • Gather domain-specific field insights, feedback, and performance data related to their specific product, platform, or segment domain • Identify gaps in positioning, messaging, and execution specific to the domain and drive improvements • Continuously refine enablement solutions to reflect evolving customer needs, market dynamics, and sales performance • Ensure enablement remains practical, relevant, and directly tied to field success

• Manage an assigned list of mid-market and enterprise sales opportunities. • Build, evaluate, and implement sales strategies to generate new ARR for assigned opportunities. • Document all selling strategies, engagements, and activities within Salesloft and SFDC to allow for effective revenue forecasting in accordance with minimum forecast accuracy metrics. • Document all selling strategies, engagements, and activities within Salesloft and SFDC to meet minimum opportunity engagement metrics and qualify opportunities for quota retirement. • Collaborate with the Business Segment team to align enterprise sales activities to the broader segment strategies for assigned enterprise opportunities. • Collaborate with other cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems in accordance with best practices and in a manner that allows for effective oversight. • Collaborate on RFX process when assigned enterprise opportunities are involved. • Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts. • Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned enterprise opportunities. • Stay informed on the current competitive landscape in the category including leaders and startups. • Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned enterprise opportunities. • Provide input on new business opportunities, competitive analysis, market trends, and business environment. • Collaborate with leadership to develop short and long term strategic revenue plans and forecasts.