Business Development Manager – State and Local Government, Western U.S. & Canada

Role Overview

• Generate a robust pipeline that leads to new revenue within the State & Local Government market by identifying, developing, and maintaining strategic customer relationships with end users and other decision-makers and influencers
• Identify and develop opportunities associated with new construction, renovation, modernization, and capital improvement projects across State, Provincial, and Local Government organizations
• Initiate and participate on team, partner, and prospect sales calls and model the speed, agility, teamwork, and responsiveness required to win in the State & Local Government market
• Work with Pre-Sales Applications Engineers to assemble solutions and sales proposal responses
• Actively contributes to the development of marketing programs for this segment by working with outbound marketing to develop regional sales targets while implementing marketing programs that grow revenue
• Collaborate with Marketing and Inside Sales Representatives to develop and update State & Local capabilities presentations, project cut sheets, and pre/post-bid presentations
• Communicate with Regional Sales Account Managers regularly and support their involvement in State & Local projects with pricing, product information, contracts, and project process needs
• Follow up on leads generated through prospecting, trade shows, networking events, construction project intelligence platforms, and other business development activities
• Contribute to pricing decisions by providing market intelligence, competitive information, and other market, customer, and partner feedback
• Actively contribute to the ongoing analysis, refinement, and execution of business strategies
• Communicate market trends and competitive landscape to the Sales leadership team

Requirements

• Bachelor’s degree in business or related field or equivalent experience preferred
• Minimum of five years of technology State & Local Government sales or business development experience. Prior experience involving video displays, AV technology, control rooms, or mission-critical environments is preferred
• Experience with government technology capture, procurement, and contracting processes
• Track record of demonstrated success in outbound prospecting, cold calling, pipeline development, and sales forecasting
• Strong references, including government end-users, consultants, contractors, or partners with whom you have done business
• Demonstrated effective English language communication skills, oral, written, and presentation, required
• Proficiency in Microsoft Office applications and Salesforce.com required, including opportunity management, pipeline development, forecasting, and reporting.
• Preference for experience with contemporary productivity and communication tools (e.g., Zoom, Teams, LinkedIn, Social Media, etc.)
• Demonstrated ability to deliver results in a fast-paced, dynamic environment required
• Candidate must reside within the Western United States. Preference will be given to candidates located in California or Texas
• Travel required 50%–60% of the time
• Requires ability to lift/move/set-up products weighing up to 40 pounds
• Must have a valid driver's license & U.S. Passport for International Travel

Tech Stack

• SFDC

Benefits

• 75% employer-paid medical for employee. Family coverage also included.
• 100% employer paid dental, and vision for employee and dependents
• 100% employer paid long-term, short-term disability, and life insurance policy
• 401k Match, if you’re contributing 5% we match 4%. 100% vested immediately.
• 10 paid holidays
• Starting at 15 days paid PTO (inclusive of sick and vacation time) annually
• Employee Assistance Program (EAP)
• Flexible Spending Account (FSA)