Commercial Development Lead - Transportation Sales, West

Cyclomedia; Fort Smith (AR); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

401(k) Plan with company match

Health insurance

Life and disability insurance

Paid time off

Job summary

Cyclomedia is seeking a Commercial Development Lead – West to drive revenue by opening and expanding State DOT accounts across the Western United States. You will prospect, engage, and develop relationships with agencies, presenting Cyclomedia’s LiDAR, imagery, and asset extraction solutions to solve transportation challenges.

Based in the Western US near a major airport, you will travel frequently, own the territory plan, lead proposals, and forecast opportunities.

Qualifications

• Ten+ years of experience with State DOTs or public sector sales.
• Proven ability to open and win new DOT accounts.
• Strong presentation and negotiation skills.

Responsibilities

• Prospect and develop opportunities across State DOTs in the Western United States.
• Build and own a territory plan with prioritized agencies and forecast pipeline.
• Articulate and present the value proposition of Cyclomedia’s LiDAR, imagery, software, and solutions.
• Develop and maintain a healthy pipeline and accurate forecast.
• Own opportunities end to end from first contact to award.

Skills

Relationship building

Negotiation

Public sector sales

Strategic planning

Communication

Job description

Cyclomedia’s team helps make the world safer, greener, more accessible, and smarter!

With over 40 years of proven experience capturing street level imagery in different environments, Cyclomedia develops, builds, and operates the world’s most advanced mobile mapping systems. A combination of sensors ranging from cameras and LiDAR scanners to state-of-the-art positioning systems captures, measures, identifies and maps areas in the United States and Europe.

Job Summary

We are seeking a highly experienced, motivated, and results-oriented individual to join this successful team in the role of Commercial Development Lead – West. This professional will focus on developing the pipeline and opening new State Department of Transportation (DOT) accounts across the Western United States.

As a member of the Transportation team, you will work collaboratively with colleagues to prospect, contact, and develop revenue-based relationships across Western state agencies. You will use your experience to help customers understand where Cyclomedia Technology’s street level imagery, LiDAR, and asset extraction services add value to their workflows and business goals. We have proven success within this area of our business, and we can truly make an impact on a safer world.

We are looking for someone located in the Western United States, ideally close to a major airport such as Denver, Phoenix, or Salt Lake City. Kansas City would also be considered. The role requires frequent travel across the region.

Job Duties

• Prospect and develop opportunities across State DOTs in the Western United States.
• Build and own a territory plan that prioritizes agencies, tracks activity within each, and identifies realistic openings.
• Articulate and present the strength and value proposition of Cyclomedia’s LiDAR, imagery, software, and solutions.
• Develop and maintain a healthy pipeline of opportunities, with an accurate and honest forecast.
• Own opportunities end to end, from first conversation through scoping, procurement, and award.
• Participate on, and even lead, proposal development efforts for new and competitive bids
• Demonstrate an understanding of industry trends, funding sources, budget and acquisition cycles and processes, including RFPs, RFIs, cooperative contracts, and sole source justifications.
• Contribute to developing the commercial strategy, plans, processes, and best practices for Cyclomedia.
• Work closely with Solution Engineering and technical colleagues to shape proposals that fit what the agency needs.
• Effectively utilize and leverage the CRM system and other available resources to manage opportunities and drive revenue.
• Pursue professional development to ensure current market knowledge; interact with key professional organizations and associations such as AASHTO, WASHTO, and TRB; and develop professional skills.
• Plan, prepare and participate in industry organization events including exhibits, sponsorships, speaking engagements, webinars, and targeted customer group meetings.
• Be resourceful and take initiative to create paths to revenue opportunities.

Job requirements

• Ten or more years of experience working in or alongside State Departments of Transportation; approximately fifteen years is ideal.
• Direct DOT experience, with established relationships you can name and draw on from day one, particularly across the Western United States.
• Demonstrated experience opening and winning new accounts in a long-cycle, relationship-led public sector environment.
• The ability to bring an opportunity to a close while maintaining a consultative, advisory relationship with the agency.
• Staying power to work opportunities that regularly run eighteen months to two years, and occasionally four or more.
• Based in the Western United States close to a major airport, or willing to relocate to the region.
• Willingness and enthusiasm to travel frequently. Our business is built on face-to-face trust.
• Experience at a national engineering or infrastructure consulting firm that wins work through expertise and relationships is preferred.
• Working knowledge of geospatial data — imagery, LiDAR, GIS, and asset extraction — and how agencies apply it is preferred.
• Excellent presentation and negotiation skills, including research, good listening, and prospect qualification abilities.
• Excellent written and verbal communication and interpersonal skills.
• Ability to manage and prioritize your activities and to operate independently within a small, senior team.
• Highly motivated team player, with a positive attitude and passion to build a business.

Benefits

The benefits go beyond assisting others and helping make the world a greener place. Below are just a few of the additional benefits of joining our team.

• Affordable medical, dental, and vision insurance with domestic partner coverage
• 401(k) Plan with company match
• Life and disability insurance
• Paid time off, including your birthday and holidays
• Employee assistance program
• A fun and collaborative team