Qualifying inbound leads and managing the full SMB sales cycle to close deals within 1–3 calls.
Conducting product demos, maintaining Salesforce records, and ensuring timely follow-ups to hit subscription targets.
Working closely with internal Sales, Marketing, and Partner Account Managers.
Maximizing opportunities available to our partners/BDMs by reviewing and qualifying sales leads and opportunities using predefined BANT criteria.
Striving to meet and exceed both personal and team goals in net subscriptions.
Maintaining comprehensive technical knowledge of the Geotab ecosystem and effectively communicating the value proposition to prospects as a subject matter expert (SME).
Interacting with prospective customers who have inquired via live chat, website, conference or event; engaging prospects and showcasing Geotab’s capabilities through compelling demonstrations.
Providing thorough, timely, successful follow-up to inbound inquiries.
Accurately assessing prospect requirements, articulating relevant Geotab solutions, and scheduling qualified appointments for BDMs and PAMs.
Appropriately distributing qualified leads to BDMs or PAMs based on Geotab segmentation.
Maintaining organizational SLAs on inbound requests.
Serving as Brand Ambassador, ensuring a positive and professional representation of Geotab with potential customers and prospects.
Acquiring and maintaining an in-depth understanding of Geotab products, target fleet applications, and the business objectives of potential customers and partners.
Collaborating with the Partner Account Managers (PAMs) and Business Development Managers (BDMs) in gathering essential partner/customer information.
Maintaining accurate and up-to-date records of all interactions and lead status in Geotab’s CRM (Salesforce).
Collecting valuable market & customer intelligence from the segment/account managers/BDMs regarding customer needs/challenges.
Tailoring product presentations to the specific needs and core business of each partner.
Managing the full, high-velocity sales cycle for a large volume of inbound SMB leads.
Mastering a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls.
Fostering company credibility, enhancing brand value, and establishing trust within the assigned business channel and their customer base.
Maintaining up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends that impact the appropriate channel/network.
Providing regular reports on outreach activities, lead status, conversion rates, and other key metrics.
Attending and supporting industry trade shows.
Supporting Geotab global strategic initiatives.
Requirements
1-3 years experience in technical sales, an understanding of fleet management and telematics preferred.
Channel sales experience/knowledge preferred.
Understanding of sales techniques and methods used for lead qualification.
Ability to 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.
Excellent verbal communication skills, including ability to convey information effectively.
Proficient in written communication, able to document technology solutions in precise detail.
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, 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.
Entrepreneurial mindset and comfortable in a flat organization.