Industry Solutions Manager, ITS (Cedar Rapids/Virtual, US)
The ITS Industry Solutions Manager (ISM) is a seasoned, experienced professional with a complete understanding and wide application of Computer Aided Dispatch (CAD) / Automated Vehicle Location (AVL) industry best practices, principles and theories. The role needs to effectively articulate industry trends, best practices, technological innovation and the Trapeze ITS or CAD/AVL product portfolios to both internal and external stakeholders at all levels of organizations. This includes working with the ITS Product Directors to set the strategic direction for the products and tools and executing on the pre-sales component of the strategies. The ISM is ultimately responsible to ensure that ITS Sales booking targets are achieved and that Account Executives are supported through all aspects of the pre-sales process. The ISM is also responsible for gathering market and competitive intelligence, spotting trends and threats and working with other parts of the organization to address these issues. Finally, the ISM must work to increase the exposure of the Trapeze brand to be an ambassador of Trapeze ITS product lines in the market through thought leadership activities.
THIS ROLE IS AVAILABLE REMOTELY IN THE USA ONLY
Support the Account Executive community through all aspects of the pre-sales cycle (presentation, demos, customer meetings) and ensure that the ITS Sales booking targets are exceeded.
Develop a clear set of customer account targets for the ITS product lines and work with the Account Executives to develop opportunities in these accounts with the ultimate goal of contracting these opportunities.
Ensure that all solutions that you propose to customers are deliverable by the Professional Services organization.
Ensure that all proposed solutions are quoted accurately and have achieved internal approval before being delivered to a customer.
Work with the ITS Product Directors to define the vision and strategic objectives for the ITS products and tools and ensure that this strategy is executed effectively from a pre-sales perspective.
Contribute to a multi-year product roadmap that goes far beyond today’s product portfolio.
Collaborate with ISMs of adjacent solutions with a strong team focused approach to develop integrated enterprise solutions that exceed customer expectations.
Always strive to deepen our competitive intelligence by working with customers, prospects and industry contacts to understand our competitors’ value propositions, strengths, and weaknesses and ensure these are documented and evangelized throughout the organization.
Work with the Marketing group to solidify speaking opportunities at key conferences and industry events, publish periodic blog posts on industry trends and hot topics and publish articles in key industry publications.
Work with the Customer Support and Delivery organizations to develop defendable customer stories that highlight the capabilities and effectiveness of our ITS solutions.
8-12 years of experience in Public Transit ITS industry – specifically in operations of transit management OR 5-8 years of experience in a technical pre-sales role
Extensive travel is required up to 50%
Strong technical knowledge across the industry and awareness of industry future directions
Ability to develop creative demo scripts that are representative of a day in the life of a customer who uses ITS solutions
Excellent presentation, written and verbal communication skills
Ability to express technical knowledge in user friendly language
Excellent teamwork skills for cross-group cooperation
Strong self-motivational drive – able to initiate and manage customer activities independently, work with focus and managing multiple priorities.
Degree/Diploma in Computer Science or another technical discipline
Experience in a technical role (ITS implementation, product management or research and development)
Here at Trapeze, we strive to ensure that our employees succeed in all aspects of their career. Our culture provides individuals with the ability and opportunity to collaborate, learn and grow. We encourage our employees to openly contribute ideas, whether you are a student, graduate, or current member of the team. From day one, you will be assigned tasks that are meaningful to both the success of our business and your career development.