About the Role:
As Sales Manager, you will lead the expansion of our global market presence, with Southeast Europe as the initial focus, driving the adoption of Margento (Enghouse Transportation’s) advanced payment, electronic, and mobile ticketing solutions for the transit sector. While this market is partly driven by tenders and RFPs, your approach will be distinctly proactive. You will engage prospects well ahead of formal tender issuance, ensuring Enghouse Transportation is firmly positioned on their radar and securing a decisive early-stage advantage over competitors. Success in this role will be achieved through gaining and continuously developing deep customer and product insight, the development of strong relationships with key stakeholders, and the formulation and execution of winning go-to-market strategies. You will be instrumental in expanding revenue through upselling to existing customers while simultaneously opening new accounts and unlocking fresh growth opportunities across targeted markets.
This Hybrid role combines client visits with strategic planning and requires exceptional communication and sales expertise. You will report directly to the VP-Sales, Transportation.
Responsibilities:
Develop and execute business development and sales strategies across Slovenia and Southeast Europe
- Identify, qualify, and pursue new business opportunities within the public transport, mobility, smart city, payments, infrastructure, and technology sectors
- Build and maintain relationships with key decision-makers in government bodies, municipalities, transport authorities, public operators, and strategic partners
- Develop market entry strategies and establish business presence in new and emerging regional markets
- Take ownership of developing commercial opportunities and expanding Enghouse Transportation's presence in currently underserved Southeast European markets
- Identify and establish strategic partnerships with local system integrators, consultants, technology providers, and industry stakeholders
- Develop and maintain a strong network of industry contacts and strategic relationships across Southeast Europe to support long-term business growth and market expansion
- Represent Enghouse Transportation as a trusted industry partner and advisor within the transportation, mobility, and public sector ecosystem
- Promote the company's solutions through professional networks, industry events, conferences, trade fairs, and customer engagement activities
- Proactively engage customers and stakeholders before formal procurement processes begin to position the company for future opportunities
- Monitor relevant public tenders, procurement plans, funding opportunities, and market developments across the region
- Lead complex sales opportunities throughout the entire sales lifecycle, including prospecting, stakeholder engagement, solution positioning, proposal development, contract negotiation, and closing
- Coordinate multidisciplinary bid teams during tender and proposal preparation.
- Collaborate closely with Product Management, Project Delivery, and other internal teams to align customer needs with solution development
- Develop and execute pipeline strategies that support assigned sales goals and provide reliable forecasts
- Maintain accurate records of customer interactions, opportunities, and forecasts within Salesforce
- Gather and share market intelligence regarding competitors, industry trends, regulatory changes, and investment priorities across Southeast Europe.
Qualifications & Experience:
- Minimum 5 years of successful B2B sales and business development experience, with a proven track record of generating new business opportunities, managing complex sales cycles, and building long-term customer relationships
- Experience developing and winning complex enterprise and public sector opportunities
- Success in developing business across multiple Southeast European markets
- Strong understanding of public procurement environments and tender-driven sales processes
- Experience managing long and complex sales cycles involving multiple stakeholders
- Ability to build trusted relationships with senior decision-makers across government, municipalities, public transport operators, infrastructure organizations, and enterprise customers
- Strong hunter mentality with a proactive approach to identifying and developing new business opportunities
- Excellent commercial, negotiation, presentation, and stakeholder management skills
- Experience working with CRM systems; familiarity with MEDDIC sales methodology is considered an advantage
- Ability to work effectively within an international corporate environment.
Preferred Experience:
- Experience in the transportation and mobility sector is highly desirable
- Experience with intelligent transport systems (ITS), electronic ticketing, fare collection systems, mobility platforms, public transport technologies, payment solutions, city card ecosystems, or related solutions
- Experience selling solutions to government organizations, municipalities, public transport operators, or other public sector entities
- Knowledge of public procurement legislation and procurement processes within Southeast Europe
- Experience developing strategic partnerships and channel networks
- Established professional network within transportation, mobility, smart city, public sector, infrastructure, or technology sectors
- Experience representing organizations at industry conferences, associations, trade fairs, and regional business events
Languages
- Fluent Slovenian and English language skills are required
- Knowledge of Croatian and/or Serbian is highly desirable and will be considered a strong advantage due to the regional scope of the role
- Knowledge of additional Southeast European languages will be considered an advantage
Location & Working Model
- Based in Slovenia (Ljubljana or Maribor) or willing to relocate to Slovenia
- Hybrid working model, combining work from the company's offices in Maribor or Ljubljana, customer locations, and remote work where appropriate
- Regular customer visits within Slovenia and frequent business travel throughout Southeast Europe
- Willingness to travel internationally as required to support business development activities, customer engagements, and industry events
What we offer:
- Workplace Comfort: Enjoy a guaranteed parking space and full reimbursement of commuting costs based on the official kilometre allowance, making your daily commute easier and stress-free.
- Health & Well-being: We support a healthy lifestyle through fresh fruit available in the office as part of our workplace health promotion programme. Employees can also choose to join a collective accident insurance scheme.
- Little Things That Matter: Enjoy the maximum non-taxable meal allowance, along with complimentary coffee available in the office.
- Rewarding Loyalty. We recognize long-term commitment through a seniority allowance of 0.5% of base salary for each completed year of service, as well as jubilee awards for significant work anniversaries.
About Us:
Enghouse Transportation provides innovative software solutions that help transit agencies and operators improve efficiency, safety, and passenger experience. As part of Enghouse Systems, we offer the opportunity to work on impactful projects that keep cities moving while growing within a global, technology-driven organization. We know we make a difference. Do you want to join us?
Enghouse is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
We thank all applicants for their interest; however, only those selected for an interview will be contacted.
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