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 will be 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. This role is centered on driving the acquisition of new business and cultivating Greenfield accounts within the Fortune 1000 global fleet sector. It requires a proactive and strategic business development approach to establish meaningful relationships, engage with key stakeholders, and navigate complex organizations to identify and connect with decision-makers in these high-value enterprise accounts.
What you'll do:
This role is highly consultative, and will provide tailored solutions designed to drive unit sales and increase revenue for large, multinational/global accounts. These accounts are complex, therefore successful development and execution of strategic plans will require a deep understanding of various regulatory and contractual nuances, such as GDPR, tachograph regulations, CSRD, ELD, and restrictions in regions around the world. Regular collaboration with cross-functional internal teams, as well Geotab’s multinational partner ecosystem will be key to success. The Global Business Development Manager is responsible for landing new business with Global, companies, but also expanding existing partners into new regions.
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. Focus on securing net-new enterprise accounts by identifying key stakeholders, establishing initial engagement, and leading early-stage sales conversations. Develop and execute account entry strategies to transition prospects from first contact to active opportunities.
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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.Prioritize Greenfield opportunities by creating tailored sales approaches that address the unique challenges and buying processes of large multinational customers.
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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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Develop entry strategies for high-value accounts with no prior relationship, leveraging industry insights to create compelling business cases.
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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.Develop entry strategies for high-value accounts with no prior relationship, leveraging industry insights to create compelling business cases.
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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 and implement account penetration strategies to move Greenfield opportunities through the sales funnel and drive 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. Ensure accurate tracking of new account engagement efforts, early-stage sales progress, and pipeline conversion metrics to measure Greenfield success.
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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.
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Develop a deep knowledge base of the industry and maintain top-of-mind awareness of trends and shifts.
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Stay informed on the current competitive landscape in the category including leaders and startups.
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Be available to Partner Account Managers (PAMs) & Partners to educate and share knowledge as SME.
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Support Geotab global strategic initiatives.
What you'll bring to the role
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5-8 years of experience in sales, business development, or a similar role.
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3-5 years of experience in consulting, business operations, or program management.
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3-5 years of experience in international business development/account management.
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Ability to travel up to 50% of the time, including international travel.
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Post-secondary diploma/degree specialization in Engineering, Business, Commerce, Computer Science, or a related field is an asset.
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Proven track record in developing new sales and accounts.
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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.
If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.
Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.
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
At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!
We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals. We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at [email protected]. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to learn more about what happens with your personal data.
The annual base salary for this position is anticipated to be the range listed below. Geotab offers various perks and benefits and other compensation components that an individual may be eligible for. The actual base salary for this position would depend on a variety of factors such as but not specific to skills, qualifications, education and overall experience, including the location the applicant lives or intends to live while performing the job. This also includes equity with other team members and alignment with local market data. All offers of employment are contingent upon proof of eligibility to work and the individual's ability to pass a background check.
Hiring Range
$125,000—$145,000 CAD
