Mott MacDonald has an exciting opportunity for an individual to lead the sales of our growing suite of software solutions to infrastructure-based clients across a range of industries throughout North America. Our clients include both private companies and public agencies.
You will collaborate with our internal business leaders to proactively identify prospects and develop winning strategies. In partnership with other units of Mott MacDonald, you’ll look for opportunities to sell our Moata Platform as stand-alone engagements or as add-ons to larger infrastructure projects.
In this position, you will work collaboratively with our marketing group to help design promotional campaigns on social media, industry conferences and traditional media. You will be responsible for delivering compelling presentations which clearly showcase the value we will deliver to the client.
Working with our product owners and developers, you will market feedback to ensure market alignment.
Based in our Iselin, NJ North American headquarters, with agile working arrangements available

Responsibilities

• Accountable for prospective pipeline building and closing deals
• Build and develop relevant customer relationship networks with key influencers and decision makers.
• Act as customer advocate internally within Mott MacDonald
• Articulate a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with Mott MacDonald solutions
• Influence the decision-making of customer executives through credibly describing the value of our solutions and their relevance to the customer's priorities
• When appropriate, understand the innovation agenda and digital journey of the customer, and support clients
• Actively engage with the customer to identify opportunities
• Translates customers' business challenges and goals into high-value opportunities.
• Conduct market research to identify leads and evaluate customer needs
• Actively seek out prospective sales opportunities through cold calling, networking, and social media
• Set up meetings with potential clients and listen to their wishes and concerns
• Prepare and deliver appropriate presentations on products and services
• Participate on behalf of the company in exhibitions or conferences
• Negotiate/close deals and handle complaints or objections
• Collaborate with solution leads in developing product and sales roadmaps
• Build and lead our sales team to effectively cover all sales markets in North America
• Gather feedback from customers or prospects and share with internal teams

Requirements

• Minimum 10 years in a sales executive or relevant role
• Experience in selling software to infrastructure-focused clients such as municipal governments, DOT agencies, utilities
• BA/BS degree in an IT related discipline or sales, marketing, communications or any combination of these
• Experience working with a team to achieve a KPI based performance
• Thorough understanding of sales and negotiating techniques
• Fast learner and passion for sales
• Self-motivated with a results-driven approach
• Aptitude in delivering impactful presentations
• Proficiency in English

• Strong will to win, is persistent in face of obstacles and has a clear results orientation
• Ability to efficiently deliver on short term sales engagements and objectives, and meet clearly outlined sales targets
• Builds and maintain comprehensive knowledge of our suite of software solutions, industry developments and technology trends with potential impacts to our customers
• Highly skilled in creating strong professional relationships across all levels of client organizations internally and externally; understands and leverages the value of networks and collaboration
• Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language highly relevant to the customer, or internal stakeholder
• Influencing and Negotiating: Understands and expertly leverages influencing and negotiation techniques
• Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Demonstrates thorough understanding of general business concepts. Able to help clients articulate their needs
• Acts with integrity throughout complex situations even if under pressure

Salary Range: $145,000 - $175,000

Benefits: 401k, medical, dental and vision insurance, STD/LTD disability, holiday, vacation and sick time, parental leave and company paid life insurance.

Here at Mott MacDonald, we are experts in engineering, management, and development services supporting multisector project work in over 150 countries. One of the largest employee-owned companies in the world, we pride ourselves in our ability to deliver exceptional outcomes through the connected thinking of our 16,000+ talented consultants. Sustainability and innovation are at the heart of all of our sectors which, in North America include Advisory, Built Environment, Energy, Transportation, and Water.

Equality, diversity and inclusion
We put equality, diversity and inclusion at the heart of our business, seeking to promote fair employment procedures and practices to ensure equal opportunities for all. We encourage individual expression in our workplace and are committed to creating an inclusive environment where everyone feels they have the opportunity to contribute.

Equal employment opportunity is the law. English version, Spanish version, Chinese version.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, creed, marital status, sexual orientation, gender identity, citizenship status or disability status.

Agile working
At Mott MacDonald, we believe it makes business sense for you and your manager to choose how you can work most effectively to meet your client, team and personal commitments. We embrace agility, flexibility and trust.

More about Mott MacDonald
We’re a global engineering, management and development consultancy.
Our purpose is to improve society by considering social outcomes in everything we do, relentlessly focusing on excellence and digital innovation, transforming our clients’ businesses, our communities and employee opportunities.
A fundamental part of this is respecting each person’s differences and striving to meet their needs.
Our values: progress, respect, integrity, drive, excellence

63116BR

Ramy Hendawy

United States

California, New Jersey, Texas

Business development

Digital Ventures

North America

Corporate services, Digital