Account Executive

Role Overview

• Seek, develop and cultivate collaborative relationships with the C-Suite of our Signature Accounts and select prospects, leveraging these high-level connections to understand strategic priorities, align solutions with executive goals, and secure long-term partnerships by providing innovative, valuable business recommendations around large fleet best practices.
• Actively expand the subscription base and increase the usage of Geotab's products and services, including marketplace offerings like cameras and asset trackers.
• Directly responsible for meeting and exceeding assigned revenue targets for account growth, ensuring a strategic approach to generating revenue through account expansion.
• Participate in Quarterly Business Reviews (QBRs) and spearhead annual or bi-annual QBRs in collaboration with the respective global counterparts and relevant Geotab leadership on forecasts, sales performance, market trends, and the status of reseller partnerships to ensure comprehensive visibility and strategic alignment across all levels of the organization.
• Collaborate with Signature Account Advisor on existing accounts for knowledge transfer sessions targeted at customer initiatives and create strategic roadmaps with customers for scalability and Geotab adherence.
• Consult with strategic customers on best practices in change management, technology implementation, customer experience, and other topics critical to program success.
• Educate and articulate the value of continual investment in the data provided by Geotab and our partners.
• Utilize pilots to quantify the value created by engaging with the Geotab ecosystem with the support of Strategic Account Advisors and Business Development.
• Offer technical expertise to help close sales, assist with RFP’s as required.
• Provide strategic feedback to Geotab’s regional leadership based on localized and global activities and successes, fostering a cohesive global strategy.
• Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned verticals.
• Develop an informed short and long term customer strategy roadmap for internal Geotab stakeholders including Product, DNA, and Marketplace.
• Identify and map out key stakeholders within Geotab and within each strategic global account, ensuring comprehensive coverage and understanding of all ongoing discussions and opportunities including emerging markets.
• Utilize project management skills to oversee and manage account activities effectively, ensuring a consistent and impactful approach across all regions.
• Attend trade shows, conferences and continuing education to build company credibility, brand presence and identify potential new business opportunities.
• Promote and raise the profile of the Geotab solution offering, ensuring that the company achieves positive brand equity and captures market/mind share.
• Understand the competitive landscape and provide feedback and direction to Marketing and senior leadership within Geotab.
• Provide input on new business opportunities, competitive analysis, market trends, and business environment.

Requirements

• 8
• 10 years of experience in consultative sales, consulting, business operations, program management, or technical sales within the fleet management, IoT, or telematics industry.
• Relationship Management: Exceptional skills in developing and maintaining client relationships; able to anticipate and understand customer’s needs and provide viable solutions; proven track record in developing new sales and accounts; entrepreneurial mindset and comfortable in a flat organization.
• Analytical and Organizational Skills: Strong aptitude for understanding technical and business requirements; demonstrated success in accurately forecasting account and volume activities, meeting and exceeding goals; strong analytical skills with the ability to problem solve well-judged decisions; highly organized and able to manage multiple tasks and projects simultaneously.
• Communication Skills: Excellent verbal and written communication skills, including comfort with delivering presentations and training; a well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
• Technical Proficiency: 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), and Customer Relationship Management (CRM) tools.
• Global Business Concepts: Knowledge of localized Data Privacy and Regulatory practices; ability to actively engage with internal/external stakeholders across different regions and utilize project management skills to manage account activities effectively across all regions.
• Ability to travel up to 50% of the time, including international travel (Passport required), and flexibility to accommodate different time zones.

Tech Stack

• IoT

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