Who we are:
Geotab ® is a global leader in IoT and connected transportation and certified “Great Place to Work™.” We are a company of diverse and talented individuals who work together to help businesses grow and succeed, and increase the safety and sustainability of our communities. Geotab is advancing security, connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets. Geotab’s open platform and Geotab Marketplace ®, offering hundreds of third-party solution options, allows both small and large businesses to automate operations by integrating vehicle data with their other data assets. Processing billions of data points a day, Geotab leverages data analytics and machine learning to improve productivity, optimize fleets through the reduction of fuel consumption, enhance driver safety and achieve strong compliance to regulatory changes. Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram. Join our talent network to learn more about job opportunities and company news.Who you are:
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Global Business Development Manager who is responsible for the growth and development of new and existing business relationships in execution of Geotab’s business plan for large international fleet customers which have a strategic impact in every region. Focused on the two major global projects: 1) Geotab’s presence on the Google Cloud Marketplace 2) Geotab’s engagement with the Global System Integrator (Global SIs)I group. Both facets of this role are highly consultative, and will provide tailored solutions designed to drive unit sales and increase revenue for large, multinational/global account. If you love technology, and are keen to join an industry leader — we would love to hear from you!
What you'll do:
As a Global Business Development Manager your key area of responsibility will be to focus on two main global accounts. These accounts are complex, therefore successful development and execution of strategic plans will require a deep understanding of not only telematics related nuances (various regulatory and contractual subtleties, such as GDPR, tachograph regulations, CSRD, ELD, and restrictions in regions around the world). The role will also require understanding the unique nature of the triangulated relationship of Customer-Vendor-Google ISV and cloud related business challenges. Additionally, the role will require an understanding of value added services and SaaS sales and deployment that are core to Global SI’s business model. Regular collaboration with cross-functional internal teams, and a deep and consultative relationship with Google Cloud, Global SIs, and Geotab’s multinational partner ecosystem will be key to success.
To be successful in this role you will be a self-starter with strong written and verbal communication skills, and have the ability to quickly understand complex, technical concepts. In addition, the successful candidate will have strong analytical and project management skills with an ability to identify needs, develop effective solutions, and manage projects through completion. The successful candidate will also be able to manage multiple timelines and contrasting priorities to ensure timely results.
How you'll make an impact:
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Prospect, research, identify and hunt new business opportunities for international/multinational customers with strategic growth potential and assist with landing new business for Geotab through the Google Cloud Marketplace, typically global companies, but also expanding existing partners into new regions.
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Enable Global SIs to add value added services to existing and new Geotab customers.
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Enable Global SIs to sell and implement Geotab Optimized Services.
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Develop and lead the execution of sales forecasts and targets, aligning strategies to support team,regional, and company revenue goals. This involves considering market-specific factors, adjusting for regional dynamics, and ensuring alignment with broader organizational objectives to drive sustainable growth.
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Initiate, lead, and manage the end-to-end process as the subject matter expert (SME) to build, qualify, and establish new contracts or expand into new markets by collaborating with regional and local Geotab teams. This includes navigating regional regulations, adapting strategies to diverse market needs, managing multi-currency financial structures, and building multi-tiered stakeholder relationships.
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BD and support Optimized Services opportunities with Global SI partners and drive these deals to completion.
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BD and support value added cloud services within the Global SIs portfolio that enhances Geotab’s service and capabilities within Geotab’s user base.
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Expand footprint of Global SIs regionally: EMEA, APAC, LATAM.
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Gain a thorough understanding of regional segment priorities and revenue targets to support their achievement through expansion and new business opportunities.
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Develop strong, collaborative relationships with key stakeholders to understand their needs and provide innovative, valuable business recommendations around large fleet best practices.
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Provide input on new business opportunities, competitive analysis, market trends, and business environment.
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Conduct needs assessments with existing and prospective partners and customers in coordination with key stakeholders, such as Signature Account Management, Partner Account Managers, and resellers. Develop effective solutions to address identified needs, manage projects through to successful completion, and ensure initiatives contribute to revenue growth.
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Assist teams with creating, implementing, project management and execution on the strategic business plan for growth and development of opportunities for new business globally.
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Prepare Sales Presentations & assist Quarterly Business Reviews (QBRs); Assist with Advisory Meetings, and attend other promotional sales & marketing related initiatives and events.
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Monitor and update business development activity across the organization within associated tools (e.g. Salesforce) and maintain a pipeline of activity.
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Use knowledge of local and international markets and competitors to assist in identifying and developing Geotab’s unique selling propositions and differentiators.
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Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned vertical.
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Provide expert leadership and guidance as SME to clients, team members and partners.
What you'll bring to the role:
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10-12 years of Sales and/or Business Development.
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5- 8 years Consulting, Business Operations, or Program Management.
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3-5 years experience in International Business development, account management.
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Proven track record in developing new sales and accounts.
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Equivalent combination of education and/or work experience in related field may be substituted.
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Degree specialization in Engineering, Business, Commerce, Computer Science, or related field is an asset.
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Strong Aptitude for understanding technical and business requirements.
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Well defined sense of diplomacy.
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Solid negotiation, conflict resolution, and relationship management skills, particularly cross-culturally.
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Excellent verbal and written communication skills.
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Project Management, Time Management, and Multi-tasking skills.
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Strong analytical skills with the ability to problem-solve to well judged decisions.
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Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), & Customer Relationship Management (CRM) tools.
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Entrepreneurial mindset and comfortable in a flat organization.
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Knowledge of Global SI consulting services.
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Multiple languages capabilities not required, but viewed as a positive.
Why job seekers choose Geotab:
Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program
*The above are offered to full-time permanent employees only
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