Sales Director- West Region, ITS

Job Summary: Develop and execute strategic plans to achieve overall revenue targets with Intelligent Transportation Systems (ITS) product portfolio, including but not limited to Gridsmart, Trafficware, and related software products. Drives, manages, and executes the business and revenue of the regional sales team to achieve and surpass growth goals. Partners with marketing, strategy, product, engineering and operations teams to deliver the best possible customer experience.

Essential Job Duties and Responsibilities:

• Develop, manage and report pipeline and funnel health as well as monthly, quarterly and full year goal attainment and any mitigating strategies and plans to ensure delivery of financial targets.

• Analyze market and industry conditions to maximize existing successes and to secure new business opportunities aligned to the strategic plan.

• Ensure that the regional sales plan is aligned with and supports the corporate revenue goal.

• Prepare forecasts, territory/industry management, and growth plans.

• Assign quotas across the sales team to include breakdown by product lines.

• Work collaboratively with the Channel Manager to establish and manage distributor networks and agreements.

• Build and maintain strong relationships with customers while partnering with them to understand the business objectives and needs.

• Effectively communicate value propositions through presentations and proposals.

• Lead, mentor, and develop sales team, enabling empowerment and accountability.

• Drive annual performance review process and goal setting and actively monitor performance against goals in accordance with the company practice and aligned with the business plan.

• Establish and report on metrics to measure team performance, correct deficiencies where necessary.

• Recruit, hire and train sales representatives.

• Educate around product applications to meet client requirements and gain buy-in from internal teams, consultants, and clients.

• Create and implement product training for sales that requires competency in the full portfolio.

• Attend and present at external customer meetings and internal stakeholder meetings and follow up with external customers, as necessary.

• Partner with cross-functional teams to support defining product roadmaps.

• Leverage partners within the region

• Organize and attend exhibits and other marketing events; work with Marketing teams on digital campaigns, webinars, events etc. Initiates new plans to drive sales.

• Remain up-to-date competitor intelligence.

• Ensure the team maintains client contact reports and opportunities in Salesforce.

Minimum Job Requirements:

• Minimum of 15 years of related experience with a Bachelor's degree; or 12 years and a Master's degree; or a PhD with 8 years' experience; or equivalent experience.

• Previous experience securing contracts in Intelligent Transportation Systems preferred.

• Demonstrable success including meeting or exceeding annual targets with growth.

• Strong people leadership skills with a proven track record of building a high performing team.

• Demonstrated ability to set and manage targets and goals driving empowerment and accountability.

• Prior experience of working within a matrix organization; able to foster collaboration and communication with all stakeholders.

• Salesforce experience desirable or experience with similar tools.

• Motivated self-starter, keen business and technical awareness; ability to adapt to changing business needs.

• Excellent interpersonal and negotiation skills.

• Ability to prioritize work, complete multiple tasks and work under deadlines.

• Ability to perform analytical work.

• Travel as required.

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 according to business need.

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.