Channel Manager

About Powerfleet
Powerfleet (Nasdaq: AIOT; JSE: PWR) is a global leader in the artificial intelligence of things (AIoT) software-as-a-service (SaaS) mobile asset industry. With more than 30 years of experience, Powerfleet unifies business operations through the ingestion, harmonization, and integration of data, irrespective of source, and delivers actionable insights to help companies save lives, time, and money. Powerfleet ethos transcends our data ecosystem and commitment to innovation; our people-centric approach empowers our customers to realize impactful and sustained business improvement. Powerfleet serves over 2.6 million subscribers across more than 48,000 customers in 120 Countries, with commercial operations in every major continent.

About the Role

The Channel Manager is responsible for developing, managing, and growing Powerfleet’s relationships with channel partners, including resellers, distributors, and strategic alliances in Europe. This role will create and execute Powerfleet’s channel strategy for the region and lead a team responsible for driving indirect sales and partner enablement, in line with our go-to-market strategy.

The ideal candidate has proven experience leading a channel sales function and brings strong capabilities in sales, partner management, and business development. They are skilled in building relationships, driving partner performance, and executing growth strategies. This role will collaborate closely with Sales, Marketing, and Product teams to support partners, deliver training, and maximize revenue opportunities.

Key Responsibilities

• Work with sales leadership to evolve and continuously assess Powerfleet’s channel strategy for Europe.

• Lead and support a team of fewer than 10 within the European channel function to consistently achieve revenue and performance goals.

• Identify, recruit, and onboard new channel partners to expand Powerfleet’s market presence.

• Build and maintain strong relationships with resellers, distributors, and strategic alliances to drive engagement and revenue growth.

• Champion Powerfleet’s customer value proposition across all aspects of channel partnerships to stimulate incremental sales activity.

• Provide partners with the tools, training, and resources needed to effectively sell Powerfleet solutions.

• Align partner sales efforts with Powerfleet’s business objectives to ensure consistent messaging and go-to-market execution.

• Monitor partner performance, analyze sales trends, and implement strategies to maximize revenue. Provide clear reporting on performance to leadership.

• Collaborate with internal teams—Sales, Marketing, and Product—to develop partner programs, marketing campaigns, and sales initiatives.

• Negotiate partner agreements, pricing structures, and sales incentives to support mutually beneficial outcomes.

• Ensure operational and administrative compliance across channel activities.

• Stay informed on industry trends, competitor activities, and emerging opportunities within the channel ecosystem.

Qualifications & Experience

• 7+ years of experience in channel sales, partner management, or business development, including 4+ years managing a team.

• Proven track record of growing channel partnerships in B2B technology, SaaS, telematics, or IoT sectors. Strong knowledge of the European telematics/IoT market with existing relationships is preferred.

• Demonstrated success in developing go-to-market strategies and executing partner initiatives.

• Exceptional relationship-building, negotiation, and communication skills.

• Experience with CRM systems (Salesforce preferred) and partner management tools.

• Understanding of indirect sales models, distribution networks, and partner incentive structures.

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

• Willingness to travel 20–30% to meet with partners and attend industry event