Account Manager - East Coast

Business Unit:Cubic Transportation SystemsCompany Details:When you join Cubic, you become part of a company that creates and delivers technology solutions in transportation to make people’s lives easier by simplifying their daily journeys, and defense capabilities to help promote mission success and safety for those who serve their nation. Led by our talented teams around the world, Cubic is committed to solving global issues through innovation and service to our customers and partners. We have a top-tier portfolio of businesses, including Cubic Transportation Systems (CTS) and Cubic Defense (CD). Explore more on Cubic.com.Job Details:Job Summary:This role reports to the Assistant General Manager (AGM) is responsible for identifying, advocating, and pursuing business development opportunities related to business growth within NAM. Responsibility includes developing and implementing sales and marketing strategies, specifically targeting rail operators, tolling authorities and regional transport authorities across North America. Working within the Growth team incorporating operations, solutions, commercial, bids & proposals, the responsibility is to both retain and grow our existing customer base as well as lead on numerous large new opportunities and tenders, with the backing of the larger Cubic global team. This role typically works under limited supervision and direction and will regularly exercise discretionary and substantial decision-making authority. An entrepreneurial mind-set is critical. The candidate must be able to demonstrate a track record of winning and closing business within transportation.Essential Job Duties And Responsibilities:Develops and executes business plan related goals including revenue, bookings and profitDevelops strategic business and political relationships with Ministers, regional transport authorities, regional political leaders, treasury, etcDrive digital marketing strategy, leveraging channels, tools and social media to develop new businessDevelops and executes opportunity specific capture plans and strategies to ensure customer engagement is being performed based on best practiceInfluences to ensure the right level of internal support is obtained to place Cubic in a leading position, maintaining a productive relationship with the business and engineering teamsDevelops thought leadership --issues white papers to position Cubic as a leader in the USContract revenue/values between $5m - $100mExemplar CRM administration discipline (Salesforce), performing appropriate, accurate and realistic reporting and forecasting utilizing CRM data – leading by exampleHelps oversee the timely production and compilation of quality written submissions for pre-qualification documents and tender quality statementsEnsures our solutions and product teams have access to clients and market influencers such as consultantsImproves competitive position by recommending new applications of systems, providing information on the technical development of systems and assisting in program planningLeads North America tolling pursuits end-to-end, including all-electronic tolling (AET), managed lanes, congestion pricing, and mileage-based user fee programs, from opportunity identification through contract awardBuilds and maintains executive-level relationships with state Departments of Transportation, turnpike authorities, bridge & tunnel authorities, Metropolitan Planning Organizations, and tolling industry bodiesIdentifies and advances opportunities arising from the IIJA/Bipartisan Infrastructure Law, state P3 programs, and tolling conversions on previously free facilities, working with capture and proposal teams to shape winning solutionsChampions cross-modal / multimodal integration strategies that link tolling with transit fare collection, parking, and mobility-as-a-service, leveraging Cubic’s combined transportation portfolio as a market differentiatorMaintains a thorough understanding of products, price to win, competition, market forces and customer needs in US transportation.Comply with Cubic’s values and adherence to all company policy and procedures. Comply with the code of conduct, quality, security and occupational health, safety and environmental policies and procedures.In addition to the duties and responsibilities listed, the job holder is required to perform other duties assigned by their manager from time-to-time, as may be reasonably required of them.This is a single contributor role with no direct reports.Essential:Minimum Job Requirements:Experience in successfully winning and growing business in transportationHave an established contact and relationship base within the transportation industry at all levelsComplete understanding of the rail fare engine/central booking engine stakeholders and the industry standards & requirements by sales channel (mobile, TVM’s, ticket office, Onboard mPOS, etc)Thorough understanding of rail ticketing & payments, account-based ticketing, legacy closed loop card solutions, MaaS, journey planning, industry hardware requirements (gates, readers, validators, TVM’s, etc)Closed Loop and Private Label transit card experience/knowledgeMobile wallet understanding (ApplePay, GooglePay,etc)A thorough understanding of retail and validation of all rail ticket/token typesDemonstrated track record of winning and delivering tolling business in North America with state DOTs, turnpike authorities, or bridge & tunnel operatorsWorking knowledge of all-electronic tolling concepts of operationFamiliarity with tolling roadside technology and back-office/CSC platformsExperience with public-sector procurement in the tolling space, including RFP/RFQ processes, unsolicited proposals, design-build, and public-private partnership (P3) delivery modelsEstablished relationships within the North American tolling community, including active participation in IBTTA and related industry forumsExperience in selling services, systems and/or products and recording data in Salesforce or similar toolExperience in securing large contract salesEvidence of significant deal closure (likely to be multi-million dollar value deals) with system and service elementsAccount Management experienceComplex sales management experience with cross-functional teamsAbility to manage capture teamsExperience building and maintaining client relationshipsDeal shaping and negotiation skillsComputer literacyDesirable:Project/Program management experienceIndustry experienceSales methodology training such as Shipley or Miller HeimanExpert knowledge of the public transportation sector in generalEssential:Education and qualificationsQualifications in Marketing, Engineering or Management or Marketing or equivalent relevant on the job experiencePersonal QualitiesStrong customer focus, ability to build trusted and lasting relationships.Good listening skills and empathyAbility to prioritize work, complete multiple tasks and work under deadlines.Ability to make substantial decisions without supervisionMust have excellent interpersonal and negotiation skills with a keen business and technical awarenessMust be self-motivated, creative and have the ability to work closely in a team environment with other departments and individuals at all levels in the organizationExtensive travel required - May be required to travel domestically with limited, potentially no international travel and work off hours, in-line with customer requirementsPositive attitude with the ability to embrace changeThe description provided above is not intended to be an exhaustive list of all job duties, responsibilities and requirements. Duties, responsibilities and requirements may change over time and according to business need.Cubic Pay Range:$120,000- $145,000 * + benefits.‎ Cubic Pay Range:‎ ‎ *Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from our lowest geographic market up to our highest geographic market. ‎ The Cubic pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.‎ ‎ Worker Type:Employee‎ We are committed to creating an inclusive workplace and welcome applications from people of all backgrounds. We do not discriminate based on any protected characteristic under applicable law.SummaryLocation: Boston, Massachusetts; USA Home VA DCType: Full time