Drive Revenue Growth and Lead Sales Efforts
The successful candidate will play a key role in driving new revenue growth for our software and professional service solutions across Australia and New Zealand (ANZ). The ideal candidate will be accountable for proactively sourcing, developing, and closing high-value opportunities with both new prospects and existing clients.
This role demands a proactive orientation, strong consultative selling capabilities, an understanding of customer drivers and value alignment, commercial acumen and tenacity across long-cycle sales processes. The successful candidate will also need to bring (or be able to acquire) an understanding of rail operations and procurement cycles, particularly in ANZ, and the ability to articulate our compelling value to customers in energy optimisation, environmental sustainability, and operational efficiency.
Key Responsibilities:
* Achieve or exceed quarterly and annual sales bookings results in line with targets, whilst maintaining a high quality of accuracy in Salesforce CRM reporting and forecasting.
* Represent our solution portfolio for ANZ and develop and execute a strategic business development growth plan to expand our market presence across ANZ.
* Own the execution of the Value Based Pricing methodology in relation to sales opportunity proposals submitted for approval and delivered to customers.
* Identify and qualify high-potential customers and markets, focusing on value-based outcomes for energy efficiency, carbon emissions reduction, digitalisation, and operational improvement.
* Develop a multi-year business growth roadmap: including market entry or expansion strategies with timelines and supporting resource needs.
* Lead end-to-end sales engagements: from lead generation and qualification to value-based pricing and proposal development, negotiation, and contract close following the prescribed process.
* Manage, plan and lead discovery workshops with prospective customers, involving our product/technical experts (including providing written follow-ups), including questioning with curiosity to understand the true business value that our solutions will provide to the customer, constraints and decision-making process prior to providing pricing or a proposal.
* Lead the preparation and delivery of compelling commercial proposals and participate in public tenders, direct negotiations, and framework agreements in line with our policies and guidelines.
* Build and manage relationships with key customer stakeholders including operations managers, sustainability leaders, procurement teams, and executive sponsors.
* Foster strategic long-term customer engagement through regular reviews, feedback loops, and relationship development with both operational and executive stakeholders.
* Support the execution of pilot projects or proofs-of-concept that demonstrate measurable ROI and customer value.
* Identify and develop partnerships with local integrators, OEMs, and consulting firms to support joint solution offerings and market access.
* Continuously identify upsell and cross-sell opportunities within existing accounts and lead expansion efforts aligned to customer goals.
* Collaborate closely with Product, Operations, Technical, and Marketing teams to shape solutions that address specific customer needs and align with our product roadmap.
* Collaborate with Marketing to develop targeted campaigns, including creating content such as whitepapers, case studies, and webinars.
* Provide accurate weekly/monthly/quarterly sales reports: pipeline status, forecast vs. actual, win/loss analysis, market insights.
* Build and manage a healthy opportunity pipeline, ensure accurate forecasting of opportunities in Salesforce and adhering to pipeline, best case and commitment principles.
* Maintain detailed CRM records and sales documentation to ensure visibility, compliance, and reporting accuracy.
* Represent us at rail industry events, conferences, and networking opportunities to generate leads and enhance brand visibility.
* Provide market and customer feedback to guide product localisation, feature prioritisation, and strategic investment decisions.
* Stay informed of industry trends, competitor movements, and regulatory changes that may impact customer buying decisions.
About You
The successful candidate will have proven experience in B2B business development and complex technology solution sales, preferably within rail, transportation, critical infrastructure or industrial verticals. They will have demonstrated ability to manage long and complex sales cycles and close multi-year, multi-stakeholder commercial agreements in line with revenue growth goals. Outstanding communication, negotiation, and presentation skills are essential, including the ability to tailor messages for technical and executive audiences. Commercial acumen to articulate business value and build compelling return-on-investment cases is required. Familiarity with digital technologies relevant to rail (e.g., driver advisory systems, energy optimisation platforms, data analytics) is highly desirable.
About Us
We are a leading provider of Rail software solutions that enhance train performance through real-time driver advice. Our Driving Advice System (DAS) is installed in train cabins across the world, providing precise and dynamic guidance to help drivers operate more efficiently.
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