Business Development Representative, Inbound SMB

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. 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 an Inbound Business Development Representative - SMB who will focus on the SMB (Small and Medium Sized Business) market and develop sales activity within their assigned segments through inbound lead follow-up. If you love technology, and are keen to join an industry leader — we would love to hear from you!

What You'Ll Do:

As an Inbound Business Development Representative - SMB your key area of responsibility will be reviewing and assessing incoming leads to determine quality and potential fit with Geotab’s offerings, collecting detailed information about prospective customer’s needs, challenges, and objectives following BANT qualification methods, and maintaining accurate and up-to-date records of all interactions and lead status in Salesforce. You will need to work closely with Partner Account Managers (PAMs) and Business Development Managers (BDMs) in gathering essential partner/customer information.

To be successful in this role you will be a self-starter with strong written and verbal communication skills, and have the ability to document technology solutions in precise detail. In addition, the successful candidate will have strong aptitude for understanding technical and business requirements and the ability to translate technical solutions to meet customer requirements.

How You'Ll Make An Impact:

• 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 colume 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.

What You'Ll Bring To The Role:

• Understanding of sales techniques and methods used for lead qualification.
• Build and manage a robust pipeline of qualified SMB opportunities, from initial call to close.
• Strong customer service orientation to address inquiries and provide information.
• Strong listening skills to understand needs and respond accordingly.
• Strong aptitude for understanding technical and business requirements.
• Ability to translate technical solutions to meet customer requirements.
• Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.
• Highly organized and able to manage multiple tasks and projects simultaneously.
• 1-3 years experience in technical sales, an understanding of fleet management and telematics is an asset.
• Channel sales experience/knowledge an asset.

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

How We Work:

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 careers@geotab.com. 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.