Channel Account Manager

Xirgo Technologies Inc.

United States

Remote

USD 90,000 - 110,000

Full time

8 hours ago

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Benefits offered by this job

Competitive compensation package

Medical, dental, vision coverage

Life and disability insurance

Employee Assistance Program

Paid time off and work-life balance

Career development opportunities

Job summary

Xirgo Technologies Inc. is seeking a Channel Account Manager to build long-term relationships with alliance partners and drive adoption of our IoT fleet solutions through TSPs, resellers, and strategic partners.

You will lead partner strategy, onboarding, and enablement to grow joint business opportunities. The role involves coordinating training, marketing, pricing, and resources to achieve sales targets across an assigned territory, with travel as needed and a focus on revenue growth through

Qualifications

Bachelor’s degree or equivalent professional experience.
5+ years in B2B channel sales or partner management.
Proven success selling complex tech solutions through partners.
Experience in telematics, IoT, fleet tech preferred.
Translate technical concepts into partner-facing tools.

Responsibilities

Develop and expand the partner ecosystem with channel strategies.
Establish relationships with TSPs, resellers, and strategic partners.
Recruit, onboard, enable, and launch new channel partners.
Collaborate across sales, marketing, operations, and exec teams.
Create joint business plans with quarterly targets and milestones.
Partner on demand-gen, account mapping, campaigns, pricing, and proposals.
Manage partner pipeline and forecast revenue in NetSuite.
Assess partner performance and drive engagement and growth.
Educate partners on product portfolio, services, and value.
Coordinate partner training and cross-functional resources.
Resolve channel conflicts and escalations quickly.
Support partner marketing activities and events.
Monitor market trends and translate insights into actions.
Meet or exceed revenue, profitability, and pipeline objectives.

Skills

B2B channel sales

Partner account management

Complex technical solution selling

CRM proficiency

Cross-functional collaboration

Education

Bachelor’s degree in business, sales, marketing, or related field

Equivalent professional experience

Tools

CRM platforms

Web-conferencing tools

Sales productivity apps

Job description

Driving 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.

Our Vision

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.

Our Mission

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.

Position 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. 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 Competencies

Entrepreneurial 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