Who you are:

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Business Development Manager, APAC FMC & Channel Programs, who will operationalize a strategic commercial model across Australia and the broader APAC region — unlocking massive, previously untapped fleet opportunities by bridging the gap between Fleet Management Companies (FMCs) and Geotab’s telematics ecosystem. If you love building commercial infrastructure from the ground up and are keen to join an industry leader — we would love to hear from you!

What you’ll do:

As a Business Development Manager, APAC FMC & Channel Programs, your key area of responsibility will be driving the growth and adoption of Geotab’s solutions through Fleet Management Companies (FMCs) and channel partners across Australia and the broader APAC region. You will be responsible for identifying and developing new business opportunities, building cooperative contracts, and creating the service infrastructure that makes telematics adoption seamless for FMC partners who may lack the internal capacity to manage installation and ongoing support. You will also devise and execute strategic business development goals including sales targets, budgets, and partner pipelines — attending trade shows, leading RFX processes, and acting as the primary subject matter expert for your segment.

To be successful in this role you will be an entrepreneurial, diplomatically skilled relationship-builder who thrives in ambiguity and can independently stand up commercial frameworks in a complex, multi-stakeholder environment. In addition, the successful candidate will have a sharp analytical mind, strong project management capabilities, and the communication skills to educate and influence FMC partners, resellers, and internal leadership alike.

How you’ll make an impact:

• Prospect, research, identify, and hunt new business opportunities for assigned segments/markets.

• Evaluate and implement strategic business plans for the growth and development of opportunities within the assigned segments/markets.

• Initiate, lead and manage the end-to-end process as the subject matter expert (SME) to build, qualify and establish cooperative contracts for Geotab’s sales channels to execute against.

• Collaborate with the Business Segment team to target and ensure closure of the top client pursuits within the segment.

• Devise and deploy all business development goals and objectives pertaining to the assigned market including the preparation of sales targets and budgets.

• Monitor and update business development activity within associated tools and maintain a pipeline of activity through the development of partners, contracts, and resellers.

• Through outbound market research and analysis, target new Partners that fill a need, market segment, or a price point and that align with the vision and mission.

• Use knowledge of the market and competitors to identify and develop Geotab’s unique selling propositions and differentiators.

• Develop a deep knowledge base of the industry and maintain top-of-mind awareness of trends and shifts.

• 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 and identify potential new business opportunities.

• Be available to Partner Account Managers (PAMs) & Resellers to educate and share knowledge as SME.

• Provide input on new business opportunities, competitive analysis, market trends, and business environment.

• Collaborate on RFX process with internal Geotab departments.

• Collaborate with leadership to develop short and long term strategic plans.

• Support Geotab global strategic initiatives.

What you’ll bring to this role:

• 5-8 years of experience in sales, business development or a similar role.

• Proven track record in developing new sales and accounts.

• Experience in the telematics industry.

• Strong aptitude for understanding technical and business requirements.

• Ability to anticipate and understand customer 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 project management skills; able to identify needs, develop effective solutions and manage projects through to completion.

• Strong analytical skills with the ability to problem solve and make well-judged decisions.

• Strong time management skills; an effective multitasker.

• Ability to stay relevant to technology and flexibility to adapt to growing technology and market demands.

• Technical competence using software programs including Google Suite for Business (Sheets, Docs, Slides) and CRM tools (e.g. Salesforce).

• Entrepreneurial mindset and comfortable in a flat organization.

• Bachelor’s degree in Engineering, Business, Commerce, or equivalent combination of education and work experience in a related field.

• Willingness to travel up to 50%; passport required; ability to travel internationally.