Business Development Manager (India, SE Asia, GCC)

Full-Time, Bengaluru, India


About LightMetrics:

Our mission is to make roads safer for everyone, everywhere. We provide video telematics solutions that make commercial vehicle fleets safer and more efficient using AI on the edge and video analytics. Using extremely efficient neural net inference algorithms and affordable hardware, LightMetrics makes the benefits of AI on the edge and in-cab coaching for drivers more accessible to fleets globally. Video on-demand for driver exoneration helps fleet managers protect their drivers and the business from fraudulent claims. In-cab coaching for risky driving behaviors makes drivers more self-aware and driver coaching workflows help fleet managers make the fleet safer over time.
 
LightMetrics is regularly featured as one of the top companies in the video telematics industry by industry experts and analysts. Recently, Sequoia Capital invested in LightMetrics backing it to build the preeminent video telematics platform for the world, and Frost and Sullivan has recognized LightMetrics for its innovation in the video telematics space. We are rapidly growing, with marquee Telematics Service Providers (TSP) and CV OEMs on our flagship RideView platform, and are looking for motivated people to join us and help power the next phase of our growth.
 
LightMetrics has offices in Bangalore, India, Los Angeles, CA and Lisbon, Portugal.
 
About the role:
 
We are looking for a talented and motivated India-based Business Development Manager to join our team, as we seek to democratize the access to advanced video based safety solutions across India, SE Asia and the GCC. 

The role will involve taking complete ownership of the customer relationship lifecycle - prospecting TSPs and other channel partners, conducting initial demos and setting up pilots, closing deals and negotiating agreements, and nurturing and growing accounts over time.

A successful candidate for this role is energetic and willing to roll up their sleeves to meet established objectives. We are looking for someone who has considerable software channel expertise working with resellers, distributors, service partners and system integrators, ideally in a B2B SaaS environment.

Our vision of making roads safer for everyone, everywhere needs a thriving ecosystem of partners to make it a reality. If you are motivated by developing long-term partnerships that are truly win-win, we would love to hear from you.
 
Key Responsibilities:
 
Pre-sales
  • Prospecting and new lead generation across the entire commercial fleet ecosystem
  • New leads – Introduce solutions, do demonstrations and walk-throughs, answer queries
  • Introduce leads to camera vendors and work with them to ensure timely camera delivery
  • Track pilot progress and KPIs, do regular check-ins with prospects, lead contract negotiations
  • Be the interface between customers and product teams for queries during the evaluation process
 
Post-sales
  • Single point of contact for assigned accounts, act as the interface between customers and LM product teams
  • Schedule calls, share LM roadmap items, handle escalations
  • Own the reconciliation, invoicing and billing process
  • Manage customers’ requests, complaints and issues, and join in roadmap planning to ensure key features are taken up in the next development cycle
  • On-going training and upskilling of key TSP stakeholders to keep them abreast of the latest updates to our products and services
  • Drive revenue expansion by increasing adoption of our products and services across a customers installed vehicle base
 

Requirements:

Bachelor’s degree, MBA or equivalent advanced degree preferred.
  • 5+ years of relevant experience in sales or business development, preferably in a B2B SaaS environment in India, SE Asia or GCC.
  • Direct experience building and growing channel partnerships is preferred.
  • Proven ability to interact and communicate with CxO-level personnel. Strong communication and presentation skills, with the ability to influence at all levels within the organization.
  • Proactive, strategic thinker with a partner-focused mindset.
  • Independent, driven, and self-sufficient. You should be comfortable with ambiguity and need little prescribed direction, only coaching and mentorship.
  • Taking calls outside of traditional office hours, as needed, is part of the role. It will also require in-person customer visits involving both domestic (India) and international travel.


Benefits and Perks:

  • There is an insanely high potential for growth – with great talent all around you in a company that is growing fast
  • Compensation that is best in the industry, with significant upside on meeting targets
  • Friendly and supportive atmosphere with great work culture
  • Work from home allowance for setting up a home office
  • Up-skilling allowance for self-development
  • Health insurance (medical/vision/dental)
 
Even if you do not check all the boxes, we’d still love to hear from you – we really want someone who is excited to join the team over checking all the boxes!
 
Please drop an email to careers@lightmetrics.co with your resume.

Job Reference #1023, Posted on January 22, 2024

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