Business Development Manager - Vocational (Remote)

Geotab

10h•Remote

About The Position

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. We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Business Development Manager (BDM), a quota-carrying sales representative responsible for driving direct and indirect revenue growth within Geotab’s Enterprise Accounts (end customer fleets between 500 and 10,000 vehicles). If you love technology, and are keen to join an industry leader — we would love to hear from you! The Business Development Manager role is directly accountable for achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Enterprise opportunities by leading complex and consultative sales and pursuit strategies. This revenue growth target is specific to new customer acquisition only, where it is determined that the BDM had a measurable (within SFDC) influence on the sale. The BDM acts as a strategic partner and trusted advisor to the Business Development leadership team.

Requirements

6–8 years of experience in Sales, Business Development, Customer Development, Account Management, and/or related fields.
Post-secondary diploma or degree with a specialization in Engineering, Business, or Commerce.
Proven track record in developing new sales and accounts.
Experience in the telematics or fleet management industry.
Strong aptitude for understanding technical and business requirements.
Able to anticipate and understand customer’s needs and provide viable solutions.
A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
Excellent verbal and written communication skills, including comfort with delivering presentations and training.
Strong ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates, with strong proficiency in Salesloft and SFDC, excellent time management skills, and the ability to effectively multitask.
Research and analysis skills to understand market trends and industry pain points to drive opportunities.
Strategic thinker to understand which accounts to pursue and why, identify key decision makers and lead sales strategies.
Up to 60% travel required; must hold a valid passport and be able to travel internationally.

Responsibilities

Manage an assigned list of new enterprise customer acquisition sales opportunities.
Build, evaluate, and implement sales strategies to generate new ARR for assigned enterprise opportunities.
Document all selling strategies, engagements, and activities within Salesloft and SFDC to enable effective revenue forecasting in line with minimum forecast accuracy metrics, while meeting opportunity engagement requirements and properly qualifying opportunities for quota retirement.
Initiate, lead, and manage contract development activities as they pertain to assigned enterprise opportunities as required.
As required, identify, engage, and support new channel partnerships that are deemed to be critical to revenue growth activities within assigned enterprise opportunities.
Collaborate with the Business Segment team to align enterprise sales activities with broader segment strategies for assigned enterprise opportunities, and participate in RFX processes when these opportunities are involved.
Work with cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems according to best practices and ensure effective oversight.
Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts.
Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned enterprise opportunities.
Stay informed on the current competitive landscape in the category including leaders and startups.
Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned enterprise opportunities.
Provide input on new business opportunities, competitive analysis, market trends, and business environment.
Collaborate with leadership to develop short and long term strategic revenue plans and forecasts.