Digital Matter

Battery-powered asset trackers for IoT

Associate Partner Manager

Business Development & PartnershipsConfirmed live in the last 24 hours

Full-timePerth WA, AustraliaNo salary listedIn-person

About the Job

Requirements

Knowledge of lead qualification and quoting processes.
Knowledge related to asset tracking, preferably in supply chain management, transportation and logistics, or fleet operations.
Some 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, particularly co-selling 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 sales pipelines from qualification through proposal to close.
Ability to negotiate win-win outcomes by selling on value rather than price and using detailed return-on-investment-based proposals.
Ability to articulate technical concepts and align them with client needs.
Ability to ascertain clients’ needs, identify the correct product, and sell it.
Ability to plan and schedule projects.
Ability to cross-sell and up-sell.
A 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 valued but not mandatory.
Two or more years of professional experience with B2B sales and account management is preferred but not mandatory.
Experience within Internet of Things, telematics, or asset management is a plus.
Experience with customer relationship management software.

Responsibilities

Field and qualify leads.
Prepare and follow up on quotes.
Manage an assigned pool of partners with an associated revenue target.
Complete on-the-job training in the Digital Matter product portfolio.
Discuss and obtain manager approval for a personal development plan.

Desired Qualifications

Knowledge of asset tracking in supply chain management, transportation and logistics, or fleet operations.
Two or more years of professional experience with B2B sales and account management.
Experience within Internet of Things, telematics, or asset management.
Professional sales training, such as SPIN, Challenger, or MEDDPICC.

The Associate Partner Manager is the entry to the DM Partner Manager career path. As an associate partner manager, your role primarily is inside sales and partner management. You will be fielding and qualifying leads, preparing and following up on quotes, and managing your own pool of partners, with an associated revenue target.

COMPETENCE REQUIREMENTS (Knowledge, Hard Skills & Soft Skills/Behaviors)
Knowledge:

Knowledge of lead qualification and quoting processes.
Knowledge related to asset tracking, preferably in supply chain management, transportation and logistics or fleet operations
Some 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) is highly valued but not mandatory

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

2+ years professional experience with B2B sales and account management is preferred but not mandatory
Experience within IoT, telematics or asset management is a plus
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

Recently Posted Jobs

Explore more opportunities at Digital Matter

See more jobs