Geotab is a global leader in IoT and connected transportation, seeking an Inbound Business Development Representative to drive sales growth within the SMB market. The role involves qualifying inbound leads, managing high-velocity sales cycles, and conducting product demos while collaborating with internal teams.
Responsibilities
- Maximize the opportunities available to our partners/BDMs by reviewing and qualifying sales leads and opportunities using predefined BANT criteria
- Strive to meet and exceed both personal and team goals in net subscriptions
- Maintain comprehensive technical knowledge of the Geotab ecosystem and effectively communicate the value proposition to prospects as a subject matter expert (SME)
- Interact with prospective customers who have inquired via live chat, website, conference or event; engage prospects and showcase Geotab’s capabilities through compelling demonstrations
- Provide thorough, timely, successful follow-up to inbound inquiries
- Accurately assess prospect requirements, articulate relevant Geotab solutions, and schedule qualified appointments for BDMs and PAMs
- Appropriately distribute qualified leads to BDMs or PAMs based on Geotab segmentation
- Maintain organizational SLAs on inbound requests
- Serve as Brand Ambassador, ensuring a positive and professional representation of Geotab with potential customers and prospects
- Acquire and maintain an in-depth understanding of Geotab products, target fleet applications, and the business objectives of potential customers and partners
- Collaborate with the Partner Account Managers (PAMs) and Business Development Managers (BDMs) in gathering essential partner/customer information
- Maintain accurate and up-to-date records of all interactions and lead status in Geotab’s CRM (Salesforce)
- Collect valuable market & customer intelligence from the segment/account managers/BDMs regarding customer needs/challenges
- Tailor product presentations to the specific needs and core business of each partner
- Manage the full, high-velocity sales cycle for a large volume of inbound SMB leads
- Master a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls
- Foster company credibility, enhance brand value, and establish trust within the assigned business channel and their customer base
- Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends that impact the appropriate channel/network
- Provide regular reports on outreach activities, lead status, conversion rates, and other key metrics
- Attend and support industry trade shows
- Support Geotab global strategic initiatives
Skills
- 1-3 years of tech sales experience
- CRM proficiency
- Ability to manage a high-volume pipeline
- Persuasive communicator
- Ability to build fast rapport
- Ability to simplify technical solutions for prospects
- Maximize opportunities by reviewing and qualifying sales leads using predefined BANT criteria
- Strive to meet and exceed personal and team goals in net subscriptions
- Maintain comprehensive technical knowledge of the Geotab ecosystem
- Effectively communicate the value proposition to prospects as a subject matter expert (SME)
- Interact with prospective customers via live chat, website, conference or event
- Provide thorough, timely, successful follow-up to inbound inquiries
- Accurately assess prospect requirements and articulate relevant Geotab solutions
- Schedule qualified appointments for BDMs and PAMs
- Maintain organizational SLAs on inbound requests
- Serve as Brand Ambassador
- Acquire and maintain an in-depth understanding of Geotab products and target fleet applications
- Collaborate with PAMs and BDMs in gathering essential partner/customer information
- Maintain accurate and up-to-date records of all interactions and lead status in Geotab's CRM (Salesforce)
- Collect valuable market & customer intelligence regarding customer needs/challenges
- Tailor product presentations to the specific needs and core business of each partner
- Manage the full, high-velocity sales cycle for a large volume of inbound SMB leads
- Master a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls
- Foster company credibility, enhance brand value, and establish trust within the assigned business channel
- Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends
- Provide regular reports on outreach activities, lead status, conversion rates, and other key metrics
- Attend and support industry trade shows
- Support Geotab global strategic initiatives
- Understanding of fleet management and telematics
- Channel sales experience/knowledge
- Understanding of sales techniques and methods used for lead qualification
- Strong customer service orientation
- Strong listening skills
- Excellent verbal communication skills
- Proficient in written communication
- Skilled at developing rapport with potential customers
- Strong aptitude for understanding technical and business requirements
- Ability to translate technical solutions to meet customer requirements
- Technical competence using software programs, including Google Suite for business (Sheets, Docs, Slides), CRM tools
- Highly organized and able to manage multiple tasks and projects simultaneously
- Entrepreneurial mindset and comfortable in a flat organization
Benefits
- 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
Company Overview
Geotab is a provider of secure Open Platform telematics technology for GPS fleet management. It was founded in 2000, and is headquartered in Oakville, Ontario, CAN, with a workforce of 1001-5000 employees. Its website is http://www.geotab.com/.
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