Business Development Representative – Public Sector
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Job Description
Business Development Representative driving revenue growth for Geotab's Mid-market and Enterprise Accounts. Seeking technology enthusiasts wanting to contribute to an industry leader.
Responsibilities:
- Manage an assigned list of mid-market and enterprise sales opportunities.
- Build, evaluate, and implement sales strategies to generate new ARR for assigned opportunities.
- Document all selling strategies, engagements, and activities within Salesloft and SFDC to allow for effective revenue forecasting in accordance with minimum forecast accuracy metrics.
- Document all selling strategies, engagements, and activities within Salesloft and SFDC to meet minimum opportunity engagement metrics and qualify opportunities for quota retirement.
- Collaborate with the Business Segment team to align enterprise sales activities to the broader segment strategies for assigned enterprise opportunities.
- Collaborate with other cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems in accordance with best practices and in a manner that allows for effective oversight.
- Collaborate on RFX process when assigned enterprise opportunities are involved.
- Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts.
- Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned enterprise opportunities.
- Stay informed on the current competitive landscape in the category including leaders and startups.
- Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned enterprise opportunities.
- Provide input on new business opportunities, competitive analysis, market trends, and business environment.
- Collaborate with leadership to develop short and long term strategic revenue plans and forecasts.
Requirements:
- 5-8 years experience in sales, business development or a similar role.
- Ability to travel up to 40%.
- Proven track record in developing expansion sales opportunities.
- Experience in the telematics or fleet management industry.
- Strong aptitude for understanding technical and business requirements.
- Able to anticipate and understand customer’s needs and provide viable solutions.
- A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
- Excellent verbal and written communication skills, including comfort with delivering presentations and training.
- Strong ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates.
- Strong aptitude within Salesloft and SFDC.
- Strong time management skills, an effective multi-tasker.
- Research and analysis skills to understand market trends and industry pain points to drive opportunities.
- Strategic thinker to understand which accounts to pursue and why, identify key decision makers and lead sales strategies.
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
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