Melissa Hoffman Email and Phone Number

Leads the team in managing top OEM partners and go-to-market strategy, leveraging over fourteen years of fleet telematics experience to help fleets and partners utilize connected car data for improved efficiency, productivity, and safety. Directing the Connected Car team in business development, sales, and strategic partnerships with go-to-market partners, including FMCs, carriers, and resellers.

Leading development for business strategy and telematics solutions, partnering with commercial light and medium duty OEMs.

• Partner directly with OEMs for enhancing product offering• Support the Sales team to increase Geotab’s OEM subscriber base: o Coach the team to identify and support the assigned Resellers to win business o Train and develop the team to ensure they engage their Resellers on Geotab’s OEM solutions via: in-person meetings, lunch-and-learn opportunities, webinars and participation in customer calls and appointments o Ensure the team leverages the Reseller network and represents Geotab OEM solutions through a variety of means including: cold-calling, social and direct networking, existing relationships, and setting appointments o Create mind share by consistent and effective communication on the industry and Geotab OEM specific news, events, and happenings. Ensure this is filtered to Resellers and customers.• Create, evaluate, and implement strategic business plans for the growth and development of opportunities• Monitor weekly activity and funnel growth to ensure team engagement• Ensure the team is forecasting accurately and that opportunities are being entered into Salesforce in a timely manner• Provide expert project management and guidance to team as SME• Attend trade shows and conferences to build company credibility, brand presence and identify potential new business opportunities.• Provide input on new business opportunities, competitive analysis, market trends, and business environment• Collaborate with leadership to develop short and long term strategic plans• Support Geotab Global OEM Strategic initiatives

I am responsible for driving innovative solutions and emerging technologies and the overall business relationship for Fortune 500 accounts. Product specialties including but not limited to 4G LTE Mobile Broadband, 5G, Machine to Machine (M2M), Private Wireless Networks, Mobile Device Management, and Cloud Computing.

• Enterprise Sales Client Executive specializing in the Verizon Connect Mobile Resource Management Platform• Specialize in the connected vehicle/IoT space for fleets across multiple industries• Consultative selling SaaS solution and leading the way to manage mobile workforce – delivering connected intelligence to clients so they can connect their people, assets, and vehicles• Helping some of the largest enterprise fleets solve demanding problems in routing, navigation, job planning/scheduling, business management, and maximizing ROI• Work through entire sales process including client presentations, demonstrations, features, functionality, options, pricing, and contract negotiating• Keep partners and clients up to date with new products, features, project road-map through regular meetings, onsite technical training, and partnering in tradeshow events• Develop, manage and report on partner sales funnel. Accountable for revenue target, closing deals, and managing deployment

Telogis is the software leader for location intelligence and enterprise management of mobile resources. Telogis improves productivity and efficiency, helping some of the world’s largest enterprises solve demanding problems in routing, navigation and business management.Client Executive for MEM (Mobile Enterprise Management) in the Southeast region, managing Enterprise accounts. Working with accounts to help optimize their mobile workforce and increase efficiency, safety and productivity and providing maximum ROI. Provide onsite presentations and quarterly business reviews and building long lasting partnerships.Prospecting and hunting for new business and qualifying leads, as well as identifying growth opportunities of existing accounts.

Engage Ford Commercial Account Managers to identify opportunities for new business with clients that would like to reduce costs, increase revenue, manage maintenance on vehicles, and increase safety of drivers. Partner with dealers to attend trade show and events.Work through entire sales process including client presentations, features, functionality, options, pricing, and negotiating.Keep partners up to date with new products, features, project road-map through regular meetings, onsite training, and partnering in tradeshow events.Develop, manage, and report on partner sales funnel. Accountable for revenue target, closing deals, and managing deployment.Ford Telematics powered by Telogis is a Ford-exclusive, factory-warrantied and factory-fit telematics solution that provides total fleet visibility, real-time alerts and advanced diagnostics on a variety of driver and vehicle metrics including fuel usage, oil life remaining, seat belt usage, traffic conditions and driver behaviors such as speeding, hard acceleration or braking and excessive idling. Ford Telematics allows fleet managers to deep-dive into the operations of their fleets to determine specifics on when drivers start their shifts, how many stops they make, the closest driver to a specific location, average miles driven and more. It also includes options for in-cab alerts, driver scorecards and a myriad of custom reports. Ford Telematics delivers the data customers need to know, helping them to make informed business decisions that impact safety, boost productivity and improve the bottom line.

 Managed and Trained Successful Account Management Team - Exceeding Senior Management Projected Sales by 500% Manage Major Key Accounts and the Team Lead for the Account Management Team Developed and Implemented a Customer Success Rollout Plan for Key Accounts Manage over $7 million of client business

 Account Management for Top Direct Accounts  Proactive Account Management – business partner with sales team and channel partners to improve customer loyalty Profile accounts/Customer Analytics  Implement and Manage Technology Upgrade Program Upselling on hardware, functionality and features Retained and managed over $1.3 million of client business in 2011 Key contributor to record low churn rate for 2012/2013 Develops/ maintains campaigns and company strategies to reduce churn Churn metrics and analysis for direct and channel accounts reported to CEO, VP of Operations, and CFO Provides customer loss analysis to Product Management that directly feeds into product lifecycle roadmap Cross-departmental collaboration to improve the “Total Customer Experience” Reduced Churn 33% in 2013

 Marketing for all listings Provided top notch service to the clients Prepared reports for clients – including marketing summaries, real estate forecasts, and absorption reports

 Managed the following -Contracts/proposals/royalties to race teams-Advertising/trade show marketing-A/P, A/R, payroll, and inventory control