Principal Business Development Manager (Transportation, Travel & Logistics)

TL;DR

Principal Business Development Manager (Transportation, Travel & Logistics): Developing and securing pipeline of new opportunities in custom software application development and digital transformation services with an accent on consultative selling to C-level executives and industry-specific expertise. Focus on prospecting leads, shaping high-value deals exceeding $10M TCV, negotiating complex agreements, and expanding sustainable business within accounts.

Sydney, Australia (Hybrid work environment with regular travel expected)

Company

Global technology consultancy integrating strategy, design, and engineering to drive digital innovation for 30+ years.

What you will do

• Develop relationships and leads with business and IT executives at target enterprise clients using professional networks, events, and outbound strategies.
• Position hirify.global solutions including custom software, product design, data, and managed services to generate long-term opportunities over $10M TCV.
• Create sales narratives, orchestrate deal pursuits, manage negotiations for MSA, SOW, and rate cards, and shape consulting and software development agreements.
• Stay ahead of industry trends, emerging technologies like AI and cloud, and act as trusted advisor aligning technology with business goals.
• Build 3X qualified sales pipeline through direct sales, partnerships, and referrals to meet sales and margin goals.
• Collaborate with delivery teams, solution architects, marketing, and ecosystem partners like AWS, Microsoft, Google Cloud for joint opportunities.

Requirements

• Over 10 years consultative selling experience in enterprise IT services with proven track record in prospecting, deal shaping, and closing $10M+ deals in digital transformation, custom software, or managed services.
• Deep industry expertise in Transportation, Travel & Logistics, with relationships at C-suite and executive levels.
• Technology understanding including agile/lean practices, cloud solutions, AI, and ability to translate business pain points into value-driven solutions.
• Strong commercial acumen, negotiation skills, and experience leading complex sales cycles with RFPs and multi-stakeholder engagements.
• Hunter mentality with entrepreneurial drive to rally organization around strategic pursuits.

Nice to have

• Experience selling offshore distribution of work and leveraging global capabilities.
• Background in product design, data services, and partnerships with cloud providers.

Culture & Benefits

• Autonomous career development supported by interactive tools, programs, and peer collaboration.
• Hybrid work model emphasizing client and team connections with expected travel.
• Cultivation culture fostering curiosity, innovation, passion, and dedication.
• Responsible AI use in recruitment with human oversight for fairness.