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Key Account Manager, SaaS channel partners

Job description. Remote position in the US

SquareGPS develops software products that leverage modern GPS and Vehicle Telematics technologies to help companies increase efficiency of their fleets and field staff. Since 2009 the products have become a choice for over 30,000 organizations and 500 resellers in 105 countries and we are actively growing.

We are looking for a Key Account Manager to accelerate sales of our software solutions in the Americas. The role will be responsible for working with key resellers during the early stage of product adoption, as well as complex enterprise projects that require both sales and engineering skills.

The role is fully remote: you can live anywhere in the US, but Eastern and Central time zones are preferable. Candidates should have SaaS based software exposure via sales or service with proven project management experience. Relatable experience to the IoT or Productivity tools environment is a plus.

What you will do

Primary responsibility include fast adoption of company’s product and increasing loyalty of resellers and their enterprise customers by ensuring that:

  • Products become an integral part of the reseller’s core business
  • Products are adopted across various functions of our resellers, such as sales, support, customer success, product development and marketing
  • Major opportunities for our resellers’ growth are identified and fostered

As a KAM you will:

  • Demonstrate how the company’s solutions can positively impact resellers’ strategic and tactical goals and deliver significant positive impact to business performance
  • Transfer knowledge to resellers on how to best utilize the company’s solution suite to their end customers
  • Guide the customer in effective processes and methodologies to integrate SquareGPS products across all departments, facilitate migration from products they previously used
  • Showcase current successes, highlighting the value and ROI of our products and solutions
  • Engage in current activities in company’s partnerships and marketing, communicate to customers the product roadmap, strategic trends, opportunities and respective challenges
  • Become an industry expert evangelizing company’s products

Specific accountabilities include:

  • Participate in meetings with prospective channel partners together with Account Executives to understand their strategic and tactical goals
  • Build personal connections with stakeholders of new channel partners
  • Conduct online trainings for new channel partners in early stage of development of business with them, including their sales, technical support and marketing teams
  • Record and deliver short videos about specific product features to drive deeper engagement and understanding of functionality
  • Address sales and technical issues proactively, answer questions directly and with appropriate specialists
  • Help partners to onboard prominent enterprise customers through sharing best practices and participating in the meetings with them
  • Seamlessly transfer grown channel partners to customer success managers to ensure their future success and high LTV
  • Create a partner feedback loop to surface requests and help translate them into product requirements

Competences and skills

  • Bachelor degree required
  • Physically present in the US, Eastern and Central time zones are preferable
  • 3+ years of B2B SaaS customer success and/or account management experience, preferably with IoT or productivity tools
  • Technically adept, capable of delivering technical solutions
  • Outstanding verbal and written communication skills
  • Excellent attention to detail and ability to prioritize wisely

We offer

  • Work from home in the remote-first company
  • Medical, dental, and vision plans
  • Paid vacation time (3 weeks a year) and bank holidays
  • Friendly international team