About the Role

As Sales Specialist — Partner-Focused & ICP Success, you are the bridge between CDWare and the partner ecosystem that carries the company into market. You don’t own end-customer accounts — you equip and enable the partners who do.

This is a strategic multiplier position. You win by making our telecom carriers, resellers, and Geotab Marketplace partners dramatically better at selling our solution than they could be on their own. You own and execute the playbooks, deliver the demos, structure the business cases, and keep the sales governance tight. Partners own the accounts. You own their success. And their success is how you win.

If you have spent your career mastering the co-sell motion, translating complex technology into undeniable ROI stories, and navigating the long-cycle procurement reality of public-sector buyers — this role was built for you.

About CDWare

CDWare is a hyper-growth fleet management software company expanding into new sectors and markets across North America. We develop vertically specialized software for industries where operations are critical — from municipal fleet management to construction and hazmat logistics. Our solutions integrate with leading telematics ecosystems, including the Geotab Marketplace, giving partners and end customers a platform built for real operational environments.

We are lean, focused, and scaling. The people who join now help define how the company grows — and grow with it.

What You’ll Do

Partner-Led Revenue Motion & Co-Selling

• Execute structured co-sell engagements with telecom carriers, their downstream resellers, and Geotab Marketplace partners — partners retain full account ownership; you guide strategy, sharpen the pitch, and amplify close rates.
• Deliver partner-facing enablement assets — ICP playbooks, demo scripts, objection-handling battle cards, ROI calculators — purpose-built for public-sector and contractor audiences.
• Represent the brand at local, regional, and national events across Canada and the USA, aligned with marketing-driven campaign calendars — build trust, deepen relationships, and co-create pipeline with partner field teams.
• Identify partner performance gaps (skills, messaging, confidence, tools) and design targeted interventions that raise win rates and compress sales cycles.

Persona-Specific Discovery, Demos & ROI

• Lead deep-dive discovery sessions and live interactive demos tailored to three core personas: Policy & Standards stakeholders, Operations Management decision-makers, and Operator Enablement & Training champions.
• Coach partner reps through the same discovery-and-demo discipline so the skill transfers, not just the deal.
• Translate technical product capability into outcome-language that resonates with non-technical procurement and policy audiences.

GTM Leadership, Priority Management & Governance

• Own the GTM priority framework for your partner segment: target accounts, ICP criteria, territory assignments, messaging hierarchy — ensure every partner motion reflects the company’s current strategy.
• Enforce sales governance rigor: qualification criteria, opportunity stage discipline, forecast hygiene — run crisp, insight-driven deal reviews and pipeline calls.
• Coordinate tightly with Sales Engineers for technical depth on complex deals, and with the Partner Manager on enablement programs, co-marketing investments, and Geotab Marketplace initiatives.
• Serve as the internal voice of the partner — advocating for resources, removing friction, and escalating blockers that slow revenue.

Pipeline Health & Forecast Accuracy

• Maintain clean, current CRM records on every partner-sourced opportunity: stage, close date, next action, risk flags.
• Deliver reliable rolling forecasts with credible call categories — flag risks early and arrive with mitigation plans, not just problems.
• Track, analyze, and present partner pipeline performance metrics — sourced vs. influenced, conversion by stage, velocity trends — to the Sales Manager on a regular cadence.

Voice of Market

• Capture structured market intelligence — buyer objections, competitive dynamics, emerging compliance requirements, budget-cycle shifts — from every partner engagement and end-buyer interaction.
• Feed insights directly to Marketing and Product to sharpen messaging, prioritize content investments, and inform roadmap decisions.

What We’re Looking For

• Partner-led sales experience: full-cycle deals inside channel ecosystems — telecom, telematics, SaaS, or similar — where you enabled partner reps to close business you never directly owned.
• Exceptional demo craft: live, interactive product demonstrations adapted on the fly to audience signals, technical sophistication levels, and shifting stakeholder priorities.
• ROI storytelling mastery: translating technology capability into financial and operational outcomes that CFOs, procurement officers, and department heads can defend internally.
• Public-sector credibility: navigating committee decisions, RFP compliance, fiscal-year budget constraints, and the risk-mitigation mindset of government buyers — and closing deals in that environment.
• GTM leadership and discipline: translating strategy into rigorous field execution, keeping partners honest, internal stakeholders informed, and the CRM clean.
• Collaborative team player: celebrating partner wins, building relationships that compound over time, and operating with trust and restraint in a co-sell ecosystem.

Nice to Have

• Experience with channel playbook development and public-sector procurement cycle navigation (RFP/RFQ processes).
• Familiarity with fleet telematics, IoT, or mobility-as-a-service solutions and their application to municipal fleet operations.
• Bilingual (EN/FR) for Canadian markets.

What Success Looks Like (KPIs)

Location & Field Presence

This is a field-based role requiring residency in the Greater Toronto Area (GTA), Ontario. Remote flexibility exists for administrative and strategic work, but face-to-face presence with partners, prospects, and customers is a core part of how this role operates — not an occasional add-on.

• GTA-based (required): the operational hub for the Canadian partner network and the anchor point for domestic field engagement.
• On-site partner & customer engagement, as required: regular in-person meetings at partner offices, municipal facilities, fleet yards, and boardrooms.
• Cross-border travel — Canada & USA: industry conferences, partner summits, regional trade shows, and joint customer events on both sides of the border. A valid passport and ability to travel freely between Canada and the USA are required.
• Event presence: co-owning event planning, preparation, and follow-through with Marketing and the Partner Manager to ensure every event investment converts to measurable pipeline.

Why Join Us

Join a company that’s actually going somewhere.

CDWare is a dynamic, fast-growing SMB with real momentum — expanding into new verticals and markets across North America, with genuine potential for the people who help build it. This isn’t a role where you execute someone else’s playbook in a stable org. It’s a role where what you build this year shapes what the company looks like next year.

• Grow with the company. We’re scaling fast across North America, which means real opportunities to take on more scope, move up, and build your career alongside the business.
• North America-wide market. You’ll work across direct and indirect sales channels spanning the full North American footprint — government, enterprise, and commercial segments.
• Embedded in the sales team. You won’t sit on the side. You’ll be in the room — at ICP roundtables, partner events, and field initiatives where deals actually get made.
• Group benefits program and insurance. Competitive group coverage from day one.
• Remote-first flexibility. Work from anywhere in Quebec, with hybrid options in Quebec City and Montreal.
• A team that shows up for each other. Annual company offsite, team activities throughout the year, and a culture where the work is serious but the people make it worth it.