Business Development and Key Account Manager

Business Development and Key Account Manager About Us

INIT Australia is a global leader in Intelligent Transport Systems (ITS), delivering cutting-edge smart transport solutions to public transport operators around the world.

We have recently been awarded, and are now busy delivering the initial phases of, the prestigious high-profile Opal Next Generation (ONG) Program for Transport NSW.

This landmark program will modernise NSW's ticketing infrastructure and enhance the passenger experience across the public transport network for years to come.

After now establishing our expertise and credibility in Australia, we are ready to expand our footprint.

The Opportunity

The Business Development Manager is responsible for developing new business as well as managing growing relationships with INIT Australia's key existing clients.

The role focuses on maintaining strong client partnerships, identifying new opportunities within new and existing accounts, and expanding INIT's footprint by promoting additional products, services and solutions.

Working closely with delivery, engineering and leadership teams, as the Business Development Manager you will act as the trusted advisor to customers, ensuring excellent service, customer satisfaction and long-term account growth.

The Business Development Manager will be promoting INIT's full product suite including Account Based Ticketing and Fleet Management Solutions.

As part of your induction, you'll join the team in Karlsruhe, Germany to be 'infused with the INIT DNA' and become truly au fait with our range of Intelligent Transport Solutions.

Reporting to our global Executive Vice President, you'll play a key role in developing new business opportunities while expanding INIT's presence within existing strategic customers.

This is a consultative, enterprise sales role where success comes from understanding customer challenges, building trusted relationships and identifying opportunities across complex technology environments.

You'll work closely with engineering, project delivery, bid management and our global product teams to develop tailored solutions for customers across Australia.

• What You'll Be Doing
• Identifying opportunities to expand INIT's products and services within new and existing customer accounts
• Building and managing a pipeline of cross-sell and upsell opportunities
• Working with customers to understand future business needs and strategic objectives.
• Working closely with the Proposal Manager and Global bid team to prepare proposals, bids and presentations.
• Negotiating commercial outcomes in conjunction with senior management where required.
• Developing strategies to increase market share within existing clients.
• Identifying opportunities for contract extensions, renewals and additional projects
• Monitoring customer trends, budgets and procurement opportunities.
• Collaborating with engineering and project teams to develop tailored customer solutions and coordinating internal resources to respond to customer requests and opportunities
• Account management through developing and maintain strong relationships with key customer stakeholders by acting as the primary POC and conducting regular customer meetings, ensuring high levels of customer satisfaction and proactively addressing issues.
• Working closely with the Senior BDM and Sales and Marketing Global team to coordinate marketing campaigns and promotional activities, participation in conferences, trade shows and customer events.

About You

We're looking for someone who understands complex solution selling and enjoys developing long-term customer partnerships.

You'll ideally bring

• Proven success in Business Development, Enterprise Sales or Strategic Account Management
• Experience selling complex technology solutions into Government, Transport, Infrastructure, Telecommunications or Enterprise organisations
• Strong commercial and negotiation skills
• A consultative sales approach with the ability to understand technical solutions
• Experience managing long sales cycles and multiple stakeholders
• Excellent presentation and relationship-building skills
• The ability to identify opportunities within existing customers while generating new business

Experience selling software, intelligent transport systems, telecommunications, enterprise technology or large infrastructure solutions will be highly regarded.

Why INIT?

• Join a global technology leader with operations worldwide
• Work on nationally significant smart transport programs
• Sell market-leading solutions that genuinely improve public transport
• Collaborate with highly experienced engineering and technical teams
• Career progression into Senior Business Development and Leadership roles
• Supportive, collaborative culture with access to global expertise

If you're an experienced enterprise technology sales professional looking to make an impact in one of Australia's fastest-growing smart infrastructure sectors, we'd love to hear from you.