Division: InfraSolutions by McFarland Johnson, Inc.
Location: Flexible/Remote (U.S.); ~40'60% travel
Reports to: Director, InfraSolutions (or VP, Director of Technology)
About AVIAS
AVIAS is MJ's cloud-based, comprehensive airport management platform, a suite of specialized applications that streamline operations, enhance planning and compliance, and support smarter, data-driven airport decisions. Modules include AEROCLEAR (obstruction analysis), CAPLAN (airport system management), DAT (dynamic analysis for forecasting/finance), FLOW (terminal demand & capacity planning), INSPECT (Part 139 inspections & asset management with NOTAM integration), RUMBLE (pavement management), and SITES (real estate/land development). AVIAS is hosted on AWS and delivered as a secure, browser-based solution.
Role Summary
Own revenue growth for AVIAS across
North America. You'll prospect, qualify, run the full sales cycle, and close with airport operators and sponsors, while acting as a strategic voice of the customer to shape product roadmaps, packaging, and pricing. You'll work hand-in-hand with The Infrasolutions Director, The Software Development Team, Marketing, and Business Development to refine go-to-market motions and elevate MJ's processes, always with the goal of making process more efficient.
Key Responsibilities
Sales & Revenue
- Build and manage a robust pipeline of airport prospects and partners; lead discovery, product demos, solution design, proposals, and negotiations through close.
- Sell across the AVIAS suite, positioning modules (e.g., FLOW for terminal planning; INSPECT for Part 139 inspections; SITES for real estate; RUMBLE for pavement) to match airport needs and priorities.
- Develop multi-year, expansion-oriented account plans; drive renewals, cross-sell, and upsell. Work with MJ's current client managers to leverage existing relationships to introduce AVIAS and build pipeline.
- Maintain accurate forecasting, activity, and deal hygiene in Deltek CRM; meet or exceed quarterly/annual quota. (TBD)
Market & Product Leadership
- Capture and synthesize customer feedback (features, workflows, integrations, reporting) and feed it into prioritized product roadmaps; champion rapid validation cycles with the software development team.
- Collaborate on pricing and packaging strategies by customer size and use case; provide competitive insights from active deals.
Marketing & Business Development Collaboration
- Co-create campaigns, case studies, webinars, conference strategies, and enablement content; ensure messaging reflects AVIAS value for operations, planning, and compliance.
- Tighten lead management processes with Marketing/BD; improve handoffs, qualification criteria, and reporting.
- Represent MJ and AVIAS at industry events (AAAE, ACI-NA, regional associations), delivering talks/demos as needed.
Customer Success & Advocacy
- Set clear success plans with new customers; ensure smooth onboarding and measurable results (e.g., inspection cycle times, terminal capacity insights, pavement lifecycle planning, real estate portfolio visibility).
- Develop executive champions and case studies to support scale.
Minimum Qualifications
- 10+ years in B2B sales with at least 5+ years selling software/SaaS (enterprise solutions preferred).
- 5+ years working with airport clients (planning, operations, engineering, maintenance, or IT). Aviation background may be consulting, public sector, OEM, or software, software experience not required for the full five years but must have significant airport client interaction.
- Proven track record managing complex sales cycles with public agencies/authorities, RFP/RFQ processes, and multi-stakeholder committees.
- Strong solution selling: discovery, ROI/TCO, business case creation, and executive storytelling.
- Familiarity with airport planning/operations concepts such as Part 139 inspections/NOTAMs, terminal LoS/capacity, pavement management, obstruction analysis, and real estate/land development. (mjinfrasolutions.com, YouTube)
- Excellent written, verbal, and presentation skills; comfortable leading live demos and workshops.
- Willingness to travel 40'60% to customers, conferences, and MJ offices.
Preferred Qualifications
- Experience selling platforms with multiple modules/tiers and usage-based add-ons.
- Background influencing product roadmaps and pricing/packaging for SaaS.
- Working knowledge of cloud/SaaS fundamentals (security, uptime, browser-based access, AWS).
- Existing relationships across airport sponsors, operators, and consulting partners.
Core Competencies
- Enterprise Sales Strategy & Execution
- Customer Discovery & Value Engineering
- Public-Sector/Authority Procurement & Contracting
- Product Roadmap Influence
- Cross-functional Collaboration (Product/Marketing/BD/Delivery)
- Pipeline Management & Forecasting (CRM discipline)
- Executive Communication & Industry Thought Leadership
Compensation & Benefits
- Competitive base salary plus commission/bonus tied to ARR, expansions, reimbursables and renewals; benefits per MJ policy.
Why MJ
InfraSolutions is MJ's technology-forward division, purpose-built to modernize airport planning and operations with platforms like AVIAS that digitize data, improve decisions, and reduce operational costs. You'll join a team shaping how airports plan, operate, and invest.
