Business Development Manager, Software Solutions

Description

SWARCO McCain is seeking an experienced transportation industry professional to drive strategic business development initiatives focused on advanced software and intelligent transportation solutions for public agencies and transportation stakeholders.

The Software Solutions Business Development Manager is responsible for developing and maintaining strong relationships with transportation agencies, engineering consultants, regional stakeholders, and industry organizations to expand adoption of SWARCO McCain transportation technologies and software solutions.

The ideal candidate brings a combination of transportation industry expertise, strong professional relationships, and the ability to engage agency leadership and technical stakeholders in discussions surrounding transportation operations, modernization strategies, interoperability, and intelligent transportation systems. Candidates with prior experience in transportation engineering consulting, public agency operations, intelligent transportation systems, or transportation technology solutions are strongly encouraged to apply. Active participation in industry organizations such as ITE, ITS America, or regional transportation associations is highly desirable.

Success in this role is built upon developing trusted, long-term relationships with transportation agencies, engineering consultants, and industry stakeholders through regular face-to-face engagement, participation in industry organizations, and strategic customer interaction. The successful candidate will be comfortable representing SWARCO McCain in both executive and technical settings while serving as a trusted advisor throughout the customer relationship.

Duties / Responsibilities

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

Requirements

1. Minimum of 10 years of experience in transportation engineering, ITS, traffic operations, transportation consulting, public agency operations, or transportation technology solutions.
2. Demonstrated relationships within the transportation industry, including transportation agencies, consulting firms, and industry stakeholders.
3. Experience engaging with transportation agency leadership, engineering staff, and executive stakeholders.
4. Active participation in transportation industry organizations, committees, or professional associations is highly desirable.
5. 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.
6. Excellent communication and presentation skills with the ability to communicate effectively with both technical and executive audiences.
7. Ability to develop trusted relationships and support long-term strategic business development initiatives.
8. Experience supporting complex transportation technology sales cycles and infrastructure programs is preferred.
9. Ability to work independently while collaborating effectively across sales, technical, and leadership teams.

Desired Attributes

• Strong transportation industry presence and professional credibility.
• Relationship-driven with strong business development instincts.
• Strategic thinker with the ability to identify long-term growth opportunities.
• Comfortable operating in complex agency and consulting environments.
• Passion for transportation innovation and operational improvement.
• Self-motivated 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; involves occasional exposure to demands and pressures from persons other than immediate supervisor.
• Job frequently requires sitting and handling objects with hands.
• Job occasionally requires standing, walking, bending, reaching, talking, hearing, and lifting up to 10 pounds.
• Hearing requirements: Ability to hear people over the telephone and in person.
• Vision requirements: Ability to see information in print and/or electronically.

As a member of our team, you will enjoy

• A GREAT work environment with fun, friendly, knowledgeable and helpful team members.
• Benefits package to support you and your family’s health. From medical, dental, and vision, to flexible spending accounts for both health and dependent care.
• Educational reimbursement to help keep your career updated.
• Save money on tickets to the San Diego Zoo, other amusement parks, movies, indoor skydiving and so much more with our employee discount program.
• Paid time off, holidays, company-matched 401(k) plan and more!