Business Development Manager, Software Solutions

Duties / Responsibilities

• Develop and maintain strategic relationships with transportation agencies, engineering consultants, regional stakeholders, and industry organizations.
• Identify, develop, and influence new business opportunities related to transportation management software, intelligent transportation systems, analytics, connected mobility, and multimodal transportation solutions.
• Serve as a trusted advisor to agency stakeholders by understanding operational challenges, organizational priorities, and long-term transportation goals.
• Lead strategic discussions regarding transportation modernization initiatives, operational improvements, software solutions, interoperability, and intelligent transportation technologies.
• Collaborate with internal sales, software engineering, and product teams to position SWARCO McCain solutions effectively within customer environments and procurement opportunities.
• Support proposal development efforts, technical presentations, workshops, demonstrations, grant support, and customer engagement activities.
• Represent SWARCO McCain at industry conferences, committee meetings, technical workshops, and transportation industry events.
• Develop relationships with key transportation industry influencers, consultants, and partner organizations to strengthen market presence and strategic opportunities.
• Provide market intelligence related to emerging industry trends, agency priorities, competitive positioning, and transportation technology initiatives.
• Communicate customer feedback, operational challenges, and evolving agency requirements to internal engineering and leadership teams to support continuous product improvement and strategic planning.
• Provide application guidance and recommend best-fit solutions based on customer requirements.
• Provide technical expertise, develop innovative application solutions, and support customers throughout the planning and funding process.

Requirements

• A minimum of 10 years of experience in transportation engineering, ITS, traffic operations, transportation consulting, public agency operations, or transportation technology solutions.
• Demonstrated relationships within the transportation industry, including transportation agencies, consulting firms, and industry stakeholders.
• Experience engaging with transportation agency leadership, engineering staff, and executive stakeholders.
• Active participation in transportation industry organizations, committees, or professional associations is highly desirable.
• A strong understanding of: a) Traffic signal operations and transportation management systems; b) Intelligent transportation systems and transportation software technologies; c) Transportation agency procurement and project delivery processes; d) Industry standards including NTCIP, ATC, TMDD, and related ITS communications standards; e) Transportation operations and signal timing concepts.
• Excellent communication and presentation skills with the ability to communicate effectively with both technical and executive audiences.
• The ability to develop trusted relationships and support long-term strategic business development initiatives.
• Experience supporting complex transportation technology sales cycles and infrastructure programs is preferred.
• The ability to work independently while collaborating effectively across sales, technical, and leadership teams.

Desired Attributes

• A strong transportation industry presence and professional credibility.
• A relationship-driven approach with strong business development instincts.
• A strategic thinker with the ability to identify long-term growth opportunities.
• Comfortable operating in complex agency and consulting environments.
• A passion for transportation innovation and operational improvement.
• A self-motivated individual with strong organizational and communication skills.

Physical Conditions / Requirements

• No unusual physical requirements.
• This position is primarily performed in a remote office environment with regular travel to customer sites, industry conferences, and business meetings.
• Regular travel throughout North America (up to 50%) is required to support customer engagement, business development activities, proposal presentations, and industry events.
• Must be able to travel by automobile and commercial airline as business needs require.
• Must be able to present technical and business information to small and large audiences in both virtual and in-person settings.
• Requires prolonged periods of sitting, computer use, and occasional standing while attending meetings, demonstrations, and conferences.
• Occasional – Routine deadlines; usually sufficient lead time; variance in work volume seasonal and predictable; priorities can be anticipated; some interruptions are present.

Benefits

• Educational reimbursement to help keep your career updated.
• Employee discount program for tickets to the San Diego Zoo, other amusement parks, movies, indoor skydiving, and more.
• Paid time off, holidays, company-matched 401(k) plan, and more!