Business Development Manager - Umo

Job Summary: The Sales Manager of Umo Mobility is responsible for Sales of Cubic's Umo Software-as-a-Service transit payment platform for the US Small/Mid-Market. A targeted subset of that market will be the responsibility of the Sales Manager. This role offers an opportunity to join a dynamic team that is passionate about making the everyday use of public transportation better for millions of riders. Reporting to the Director, Business Development NAM, you will join a team that has a proven track record of success and aims to modernize transit technology globally.

Who we are looking for:

We're looking for someone with a passion for the customer, who understands what needs to be done and works collaboratively with all stakeholders to achieve customer outcomes by applying their influence and creative problem-solving skills. You prioritize building and maintaining customer relationships, while acting as the voice of the customer internally. You are a self-starter with excellent prioritization, drive towards results, and work well under deadlines. You have strong interpersonal communication skills including negotiation. You are familiar with the transit industry and comfortable with technology and platform sales.

With our growing customers base being distributed all over the country, the role can be located anywhere in the United States. Proximity to an airport with reasonable connectivity is desirable as the role will require travel in support of customers and projects.

What you'll be doing:

• Take ownership of named accounts for Sales and Business Development engagements of the Umo Platform
• Drive capture and secure new business opportunities aligned to the regional bookings plan and strategic plan
• Grow revenue via prospecting, qualifying, and closing multiple client accounts
• Lead the proposal preparation in partnership with the bid and proposal team
• Formulate price recommendations based on market information and analysis
• Formulate and lead commercial negotiation strategy with business unit management for potential opportunities
• Engage with consultants, industry representatives and adjacent businesses to create awareness of and alignment for future business opportunities
• Recommend any product/services partnerships that will enhance our product portfolio
• Monitor the market and competitor activities and provide relevant competitor intelligence
• Attend, prepare for, and present at industry events
• Collaborate with Marketing teams on digital campaigns, webinars, events etc. Initiate new plans to drive sales.
• Maintain client contact reports and opportunities in Salesforce, identify channel sales partners, formulate strategy, and build/manage/maintain relationships

Job Requirements:

Education

• Four-year degree in Business Administration, Engineering, Management, Marketing or a related field

Skills/Experience/Knowledge

• 6 years in technology sales and/or business development with demonstratable success preferably including work in the Mobility Space
• Previous experience securing multi-million-dollar contracts in a technology related industry.
• Demonstrable experience in leading software sales from cradle-to-grave
• Knowledge of the Payments sector for Transit (Bankcards cEMV, Smartcards, mobile) and Platform and Enterprise back-office payments sector (desirable but not required)
• Experience working with and/or selling to government agencies
• Establishing relationships with 3rd party partners, retail networks and other aligned organizations
• Salesforce experience preferred
• Strategic selling training such as Miller Heiman and Shipley capture management preferred
• Excellent presentation skills with strong business acumen and the ability to identify customer pain points and win themes

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The 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 accord

Cubic Pay Range:

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.