• Own the end-to-end sales cycle for major government and defense contracts. • Identify and penetrate new market segments within the DoD and federal government. • Build and manage strategic relationships that lead directly to revenue and mission success. • Translate complex government requirements into actionable product feedback for our engineering and product teams.

• Plays a key role in evaluating, prioritizing, and implementing business development transactions across Sobi • Supports cross-functional projects and transactions within Business Development both globally and regionally • Has both due diligence and alliance management focus, while also providing project management support • Reports directly into the VP, Business Development and Alliance Management based in the USA but supports transaction strategies set by Sobi globally • Liaise with Strategy & Corporate Development team to coordinate due diligence activities • Lead and own global cross-functional due diligence processes for in-licensing, out-licensing, distribution, and M&A opportunities • Establish and maintain internal and external due diligence database activities on assigned projects • Support agenda development, meeting management, and content support for business development lead • Ability to negotiate internally with stakeholders at all levels as well as with external resources and counterparts • Domestic and international travel up to 20%

• Develop relative sales objectives, plans, programs, and budgets • Direct sales operations through a combination of direct sales activities to key stakeholder customer groups and through the sales arm of Delta Intelligent Building Technologies (Canada) Inc. independent distributor network • Generate new business through the promotion of Delta Intelligent Building Technologies (Canada) Inc. products • Prospect for new owner-direct, national account opportunities • Develops the relationships with the client and closes opportunities resulting in new business • Participate in major sales presentations to key stakeholder groups- can be in the presence of the Partner or not • May involve joint target selling with Delta Partners or Delta Group business units • Represent Delta in national or targeted market trade shows • May review and evaluate client specifications and coordinate in-house resources to satisfy client needs • Review system layout and system applications during the sales process • Vertical market definition and development of business development initiatives for same • Responsible for forecasting, quoting and closing long-term projects with multiple accounts • Regularly communicate with the management team regarding opportunities in play, forecasts and current sales progress using our CRM system and sales reporting tools

Title: Business Development Manager - Caribbean and Central America Location: Panama City, Panama - Panama ; San Juan, Puerto Rico - Mexico Job Description: 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. 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 who will drive the growth and development of new business relationships, providing vision for sales strategies and the associated execution plan, with a focus on achieving sustainable financial growth within assigned segments and markets. If you love technology, and are keen to join an industry leader — we would love to hear from you! What you'll do: As a Business Development Manager, your key area of responsibility will be prospecting, identifying, and developing new business opportunities within assigned segments and markets, evaluating and implementing strategic business plans, and managing the end-to-end process of building and establishing cooperative contracts for Geotab's sales channels. You will need to work closely with Geotab's Business Segment teams, Partner Account Managers (PAMs), Resellers, and internal departments to ensure alignment on strategy and closure of top client pursuits. To be successful in this role you will be a self-starter with a well-defined sense of diplomacy, solid negotiation skills, and an entrepreneurial mindset, with the ability to build strong relationships and communicate complex ideas clearly across all levels. In addition, the successful candidate will have strong analytical and project management skills with the ability to anticipate customer needs, develop effective solutions, and manage multiple priorities and timelines to ensure results. How you'll make an impact: - Prospect, research, identify, and pursue new business opportunities within assigned segments and markets to drive sustainable financial growth. - Evaluate and implement strategic business plans for the growth and development of opportunities, including preparation of sales targets and budgets. - Initiate, lead, and manage the end-to-end process as a subject matter expert (SME) to build, qualify, and establish cooperative contracts for Geotab's sales channels. - Collaborate with the Business Segment team to target and ensure closure of top client pursuits within the assigned segment. - Conduct outbound market research and analysis to identify new Partners that fill a need, market segment, or price point aligned with Geotab's vision and mission. - Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership while identifying potential new business opportunities. - Develop and maintain a deep knowledge base of the industry, competitive landscape, and market trends to inform strategic planning and support Partner Account Managers and Resellers as SME. What you'll bring to this role: - 5–8 years of experience in sales, business development, account management, or a related field, with a proven track record of developing new sales and accounts. - Experience in the telematics industry or a strong aptitude for understanding technical products and business requirements. - Post-secondary diploma or degree in Engineering, Business, Commerce, or an equivalent combination of education and work experience. - Excellent verbal and written communication skills, including comfort with delivering presentations and training to diverse audiences. - Strong analytical and problem-solving skills with the ability to make well-judged decisions and manage projects through to completion. - Technical proficiency with software tools including Google Suite (Docs, Sheets, Slides) and CRM platforms such as Salesforce. - Entrepreneurial mindset with strong time management skills, the ability to multi-task effectively, and flexibility to adapt to evolving technology and market demands. --- 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 read our Privacy Notice.