Business Development Manager - Public Sector

About this role

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.

Who you are:

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Business Development Manager – Public Sector who will grow new business relationships and drive sustainable growth in the public sector through sales strategies and strong customer and partner relationships. If you love building relationships and developing new business opportunities, and are keen to join an industry leader — we would love to hear from you!

What you'll do:

As a Business Development Manager – Public Sector, your key area of responsibility will be growing and developing new business across the public sector market. You will research and pursue opportunities, develop strategic business plans, build a healthy pipeline, and lead the process of establishing cooperative contracts for Geotab’s sales channels. You will also work with the Business Segment team to advance priority pursuits, develop partners, and identify Geotab’s differentiators in the market.

You will work closely with Partner Account Managers, resellers, internal teams, and leadership to share market expertise, support proposals, and shape short- and long-term plans. To be successful in this role, you will bring strong communication, relationship-building, negotiation, project management, and analytical skills, along with an entrepreneurial mindset and the flexibility to adapt to changing technology and market demands.

How you'll make an impact:

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Prospect, research, identify, and hunt new business opportunities for assigned segments/markets.

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Evaluate and implement strategic business plans for the growth and development of opportunities within the assigned segments/markets.

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Initiate, lead and manage the end-to-end process as the subject matter expert (SME) to build, qualify and establish cooperative contracts for Geotab’s sales channels to execute against.

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Collaborate with the Business Segment team to target and ensure closure of the top client pursuits within the segment.

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Devise and deploy all business development goals and objectives pertaining to the assigned market including the preparation of sales targets and budgets.

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Monitor and update business development activity within associated tools and maintain a pipeline of activity through the development of partners, contracts, and resellers.

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Through outbound market research and analysis, target new Partners that fill a need, market segment, or a price point and that align with the vision and mission.

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Use knowledge of the market and competitors to identify and develop Geotab’s unique selling propositions and differentiators.

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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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Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership and identify potential new business opportunities.

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

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

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Collaborate on RFX process with internal Geotab departments.

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Collaborate with leadership to develop short and long term strategic plans.

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Support Geotab global strategic initiatives.

What you'll bring to this role:

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

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Experience in sales, business development, customer development, account management, or related fields; experience in specific segments may depend on the team.

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A proven track record in developing new sales and accounts.

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Experience in the telematics industry is an asset.

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Strong aptitude for understanding technical and business requirements.

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The ability to anticipate and understand customer needs and provide viable solutions.

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Diplomacy, negotiation, conflict resolution, and relationship management skills.

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Strong project management skills, including identifying needs, developing effective solutions, and managing projects through to completion.

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Strong analytical and problem-solving skills, with the ability to make well-judged decisions.

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The ability to stay current with technology and adapt to changing technology and market demands.

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Technical competence with business software, including Google Sheets, Docs, and Slides,…