Global Business Development Manager (Remote)

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

• 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.

• 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.

• 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.

• Develop entry strategies for high-value accounts with no prior relationship, leveraging industry insights to create compelling business cases.

• Gain a thorough understanding of regional segment priorities and revenue targets to support their achievement through expansion and new business opportunities.

• 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.

• Provide input on new business opportunities, competitive analysis, market trends, and business environment.

• 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.

• Assist teams with creating, implementing, project management and execution on the strategic business plan for growth and development of opportunities for new business globally.  

• Prepare Sales Presentations & assist Quarterly Business Reviews (QBRs); Assist with Advisory Meetings, and attend other promotional sales & marketing related initiatives and events.

• 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.

• Use knowledge of local and  international markets and competitors to assist in identifying and developing Geotab’s unique selling propositions and differentiators.

• Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned vertical.

• Provide expert leadership and guidance as SME to clients, team members and partners.

• Develop a deep knowledge base of the industry and maintain top-of-mind awareness of trends and shifts.

• Stay informed on the current competitive landscape in the category including leaders and startups.  

• Be available to Partner Account Managers (PAMs) & Partners to educate and share knowledge as SME.

• Support Geotab global strategic initiatives.

What you'll bring to the role

• 5-8 years of experience in sales, business development, or a similar role.

• 3-5 years of experience in consulting, business operations, or program management.

• 3-5 years of experience in international business development/account management.

• Ability to travel up to 50% of the time, including international travel.

• Post-secondary diploma/degree specialization in Engineering, Business, Commerce, Computer Science, or a related field is an asset.

• Proven track record in developing new sales and accounts.

• Strong Aptitude for understanding technical and business requirements.

• Well defined sense of diplomacy.

• Solid negotiation, conflict resolution, and relationship management skills, particularly cross-culturally.

• Excellent verbal and written communication skills.

• Project Management, Time Management, and Multi-tasking skills.

• Strong analytical skills with the ability to problem-solve to well judged decisions.

• Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), & Customer Relationship Management (CRM) tools.

• Entrepreneurial mindset and comfortable in a flat organization.

Why job seekers choose Geotab