Digital Matter

Battery-powered asset trackers for IoT

Partner Manager

Business Development & PartnershipsPosted on Nov 12

Full-timeMidrand, South AfricaNo salary listedIn-person

About the Job

Requirements

Knowledge of managing direct sales and multi-tiered channel ecosystems.
Detailed knowledge related to asset tracking, preferably in supply chain management, transportation and logistics, or fleet operations.
Strong understanding of the Internet of Things value chain, including hardware, middleware/software, systems integration, and ongoing services.
Familiarity with connectivity standards such as 3GPP, low-power wide-area network, Bluetooth Low Energy, Global Navigation Satellite System, or LoRaWAN.
Ability to manage channels and co-sell through partners.
Ability to forecast sales.
Ability to conduct business development and prospecting.
Proven ability to sell hardware and software-as-a-service solutions.
Ability to manage a sales pipeline from qualification through proposal and close.
Ability to negotiate win-win outcomes by selling on value rather than price and using detailed return-on-investment proposals.
Ability to articulate technical concepts and align them with client needs.
Ability to ascertain client needs, discern the correct product, and sell it.
Ability to perform project management, planning, and scheduling.
Ability to cross-sell and upsell.
Bachelor's degree in business, technology, or an industry-relevant field is preferred but not mandatory.
Professional sales training, such as SPIN, Challenger, or MEDDPICC, is expected at some level.
At least five years of professional experience with business-to-business sales and account management, preferably within the telematics or asset-tracking ecosystem.
Experience with customer relationship management software.

Responsibilities

Maintain and grow the ecosystem of Digital Matter partners.
Develop and execute joint business plans.
Prepare detailed proposals to help partners win deals.
Attend customer visits and trade shows with partners.
Serve as the primary link between Digital Matter and its partners.
Grow an assigned pool of existing partners.
Sign up new partners through inbound leads or prospecting within an assigned territory.
Complete on-the-job training in the Digital Matter product portfolio.
Follow a personal development plan discussed and approved with the manager.

The Partner Manager is the backbone of the Digital Matter “Partner First” philosophy. As a partner manager, your role primarily is to maintain and grow our ecosystem of DM Partners. You help to develop and execute joint business plans, prepare detailed proposals to help your partners win deals, attend customer visits and trade shows together, and generally support them as the primary link between DM and our partners. You will be assigned a pool of existing partners which you are expected to grow, and you will also have the opportunity to sign up new partners either from inbound leads or prospecting, within an assigned territory.

Knowledge:

Knowledge of managing both direct sales and multi-tiered channel ecosystems.
Specific, detailed knowledge related to asset tracking, preferably in supply chain management, transportation and logistics or fleet operations
Strong understanding of the IoT value chain, including hardware, middleware/software, systems integration, and ongoing services.
Familiarity with connectivity standards such as 3GPP, LPWAN, BLE, GNSS, or LoRaWAN.

Hard Skills/ability to do something:

Channel management and in particular co-selling through partners
Sales forecasting
Business development & prospecting
Proven ability to sell hardware + SaaS solutions.
Sales pipeline management from qualification to proposal to close
Ability to negotiate a win-win for all parties by selling on value rather than price, using detailed ROI-based proposals.
Ability to articulate technical concepts and align them with the client’s needs
Ability to ascertain client’s needs and discern the correct product for them and sell that product
Project management/planning & scheduling
Cross sell/up sell

Soft Skills/attitude/behaviors:

Strong relationship-building skills at all levels
Positive attitude
Excellent communication & interpersonal skills, both written & verbal
Attention to detail
Team orientation/collaboration
Motivated
Self-learning
Process driven/with excellent self-management
Business/financial acumen
Problem-solving
Results driven

EDUCATION (Qualifications, Certifications, Accreditations & Licenses)

Bachelor's degree in business, technology, or an industry-relevant field is preferred but not mandatory
Professional sales training (SPIN, Challenger, MEDDPICC etc) at some level is expected for this role

PERSONAL & PROFESSIONAL DEVELOPMENT & TRAINING

On the job training in the Digital Matter product portfolio
Personal development plan as discussed and approved with your manager

EXPERIENCE

5+ years professional experience with B2B sales and account management, preferably within the telematics or asset tracking ecosystem
Experience with CRM software

About the Company

Digital Matter

Battery-powered asset trackers for IoT

Digital Matter designs and manufactures battery-powered asset tracking devices and sensor technology. Its hardware is designed to be easily integrated into partners' telematics and software platforms, enabling asset tracking and fleet management across indoor and outdoor environments. The product line includes GPS, Wi-Fi, and cellular location devices with long battery life and rugged hardware, complemented by Telematics Guru, a white-label software platform for end-users. The company aims to help partners monitor and manage physical assets at scale by providing integration-ready hardware and a partner-friendly software ecosystem across more than 120 countries.

Company size: 51-200
Company stage: Not listed
Total funding: Not listed
Headquarters: Perth WA, Australia
Founded: 2001

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