• Develop the Account’s business, its various stakeholders, their product selection, budgeting and purchase decision-making processes, cross-selling, upselling, and implement account growth strategies • Develop and implement business and marketing plans within the identified account to define business objectives, goals, and programs • Advance our Product Marketing, training, and R&D groups to ensure that the strategic account’s requirements are understood and considered as part of new product planning • Expand and mature the Product Marketing Management & Marketing Communications teams to develop tailored sales tools and related presentations for the Regional Sales Manager and other teams as needed • Become proficient in positioning the capabilities of Genetec relative to high-value potential end user needs  • Position, promote, and identify strategies around the SC SaaS product line for named accounts as well as additional accounts • Provide product demonstrations and commercial training to account stakeholders • Uncover customer needs, identify opportunities for cross- and upselling, assist in response to RFx, and assist in preparation of quotes and proposals • Keep Genetec sales management abreast of account activity, trends and opportunities through existing company communications options • Engage with the Commercial Team to develop account strategies, coverage, and follow-up • Closely manage forecasts and achieve quotas • Monitor and report satisfaction levels • Update and maintain data in CRM or other applications • Acquire, maintain and report accurate and detailed knowledge of product, market and competition • Assist Genetec Sales team with development, preparation and delivery of regularly scheduled sales performance reviews in accordance with the Genetec Channel Partner Program; includes data analysis, performance against goals, product sales targets, etc.

• Serving as the primary point of contact and ultimate owner of the account relationship • Managing all commercial transactions including upsells, cross-sells, and the end-to-end renewal process • Actively prospecting within your assigned territory to identify, qualify, and close new ACV opportunities • Developing and executing success plans for high-value accounts • Monitoring account health and usage patterns to identify potential churn risks early • Cultivating ties with VPs, C-suite executives and key stakeholders • Provide leadership with accurate monthly and quarterly revenue forecasts • Staying up to date of industry trends and competitor movements • Partnering with Customer Success, Product, and Support teams to resolve complex client issues • Partnering with Renewal Account Managers to streamline execution of lower-spend accounts

• Manage and develop Geotab Partner relationships to drive revenue and unit sales through new and existing Partners • Enable Partner success by providing the necessary tools, training, and resources to drive Geotab sales • Forecast and track key account metrics including monthly, quarterly, and annual forecasts — sales activations, terminations, and revenue • Ensure Partners and Geotab successfully meet agreed revenue, profitability, and market share targets • Build Geotab credibility, brand value, and trust with the assigned Partner network through regular in-person business reviews and engagement • Provide a feedback loop from Partners about the market, customer needs, and product performance to inform product development strategy • Coach and develop the assigned Partner network on Geotab solutions via in-person meetings, platform training, product demonstrations, and webinars • Regularly consult with Marketing to maximize co-marketing and lead generation activities and ensure the Geotab brand is best positioned in each Partner's portfolio

• Achieve all annual metrics – retention, revenue, customer engagement • Learn Manulife John Hancock Retirement products, features and services and apply as appropriate with a strong focus on investment products • Effectively manage internal and external customer relationships, leverage available resources • Exhibit consultative selling and negotiation skills, optimize product features, plan design and employee retirement readiness • Demonstrate executive presence and subject matter expertise to instill confidence and influence outcomes that align Customer and Manulife John Hancock objectives • Follow all company and department level processes and procedures, including meeting materials preparation and presentation format, travel and expense, CRM documentation and data integrity • Support new sales and market development initiatives