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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading technical sales processes, managing cross-functional teams, and developing tailored solutions in Tolling and ITS systems. Proven ability to influence client decisions and drive successful outcomes through effective communication and strategic collaboration.
Highest-signal resume keywords
Technical Sales LeadershipTolling Systems KnowledgePre-Sales Strategy DevelopmentTechnical Estimating CapabilityCross-Functional Collaboration
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Solutions ArchitectureTechnical Sales Process OwnershipOpportunity QualificationProposal SupportRisk ReviewTechnical ConsultingSales-to-Operations HandoffTechnical Estimate DevelopmentComplex Solution DevelopmentClient Engagement
Soft Skills
Strong Communication SkillsPresentation SkillsCoaching and DevelopmentInfluencing SkillsCollaboration Skills
Certifications & Qualifications
Bachelor’s Degree in Computer ScienceBachelor’s Degree in EngineeringBachelor’s Degree in Transportation EngineeringBachelor’s Degree in Information Systems
Industry Keywords
TollingITS SystemsSmart MobilityTransportation TechnologyTechnical SalesSales EngineeringPre-Sales WorkflowsConsultative Sales CyclesTechnical BriefingsMarket Trends
About the role
Key responsibilities & impact- Lead the technical sales function for Tolling, including oversight of Solutions Architects and technical pre-sales resources
- Own the end-to-end technical sales process from opportunity qualification through proposal, estimate review, contract award, and sales-to-operations handoff
- Lead, manage, coach, and develop the Technical Sales team
- Coordinate priorities, resource assignments, workload balancing, and response quality across sales opportunities, proposals, demonstrations, technical reviews, and customer engagements
- Establish and improve standards, tools, templates, and governance for discovery, qualification, solution design, architecture documentation, demonstrations, technical estimates, risk review, and handoff
- Partner with Sales leadership on opportunity qualification, technical sales strategies, forecasting, deal strategy, pursuit prioritization, and go/no-go discussions
- Participate in discovery sessions and understand client needs, challenges, business drivers, and decision criteria
- Guide tailored solution architectures and value propositions aligned with customer outcomes and Q-Free’s commercial strategy
- Support RFP/RFI responses, proposals, solution narratives, and statements of work
- Serve as a senior technical resource in strategic client meetings, executive presentations, solution workshops, demonstrations, and technical briefings
- Articulate the value of multi-lane free flow, back office, and vehicle identification solutions
- Translate complex ITS, Tolling, and technical concepts into clear, business-focused messaging
- Guide and review end-to-end Multi-Lane Free-Flow tolling solutions, including Roadside, Operational, and Commercial Back-Office systems
- Review architecture diagrams, system workflows, technical assumptions, and integration strategies
- Align solutions with customer environments, legacy systems, and operational constraints
- Lead cross-functional technical estimate development and review, including scope, assumptions, delivery approach, resources, dependencies, exclusions, risks, level of effort, and delivery impacts
- Support pricing and commercial strategies by aligning technical solutions with cost drivers, delivery complexity, and customer value
- Own sales-to-operations handoffs for awarded opportunities and provide technical support during project kickoff and early implementation
- Facilitate knowledge transfer between Sales, Technical Sales, Operations, and Delivery teams
- Lead post-award lessons learned and identify process improvements
- Provide Product and Engineering with feedback on market trends, customer needs, technical gaps, competitive positioning, and repeatable solution opportunities
- Stay current on Tolling, smart mobility, and traffic technology advancements
- Support development of repeatable solutions, demonstrations, sales assets, technical playbooks, qualification guides, estimate assumptions, and reusable solution content
Requirements
What you’ll need- Demonstrated experience leading, managing, coaching, and developing technical pre-sales, solutions architecture, sales engineering, or technical sales teams
- Strong pre-sales strategy, technical consulting, opportunity qualification, technical sales process ownership, and cross-functional pursuit leadership experience
- Tolling and ITS systems knowledge
- Ability to influence buying decisions through technical expertise
- Strong communication, presentation, and client engagement skills
- Ability to help set direction, prioritize resources, support escalations, and collaborate with cross-functional stakeholders
- Ability to manage technical sales processes and promote consistency across opportunity qualification, discovery, solution development, proposal support, technical estimates, risk review, approval checkpoints, and sales-to-operations handoff activities
- Strong technical estimating capability, including the ability to validate level of effort, assumptions, dependencies, exclusions, risks, resource requirements, and delivery impacts for complex technical solutions
- 8+ years in solutions architecture, sales engineering, technical pre-sales, technical sales leadership, or related technical consulting roles, including experience managing or leading technical sales teams, resources, or major solution initiatives
- Experience in Tolling, transportation technology, or smart mobility
- Proven success supporting complex, consultative sales cycles
- Demonstrated ability to collaborate with cross-functional teams through proposal, solution design, and customer engagement processes
- Experience owning or overseeing technical sales teams, pre-sales workflows, technical estimate development and review, proposal support, risk identification, and sales-to-operations or sales-to-delivery handoff processes
- Bachelor’s degree in Computer Science, Engineering, Transportation Engineering, Information Systems, or a related field (or equivalent experience)
Benefits
Comp & perks- No benefits or compensation extras are specified in the posting