Business Development Manager-Indoor Mapping

Michael Baker International is a national leader in technology solutions supporting clients in local, state, and national government. They are seeking a Business Development Manager for their Indoor Mapping vertical to lead the sales process and develop client relationships across various sectors.

Responsibilities:

• Develop, maintain, and grow client relationships for the purpose of acting as a client advocate, educator, and technical expert with the goal of executing services and software sales contracts
• Provide support regarding geospatial data, indoor mapping solutions, and use of DATAMARK® products as client advocate and subject matter expert
• Effectively communicate with clients regarding indoor mapping data needs, conversion/collection requirements, VSLAM pipeline capabilities, 360 imagery applications, digital twin/BIM integration, NG9-1-1 compliance, and support matters
• Demonstrate ability to participate effectively in meeting team services and software revenue goals
• Connect/cross-market other discipline services and leverage the full DATAMARK® product suite for integrated solutions
• Support other disciplines that have existing client relationships and leverage those relationships in search of growth opportunities for indoor mapping and emerging technology solutions
• Work with the Technical Team to provide client deliverables to ensure on-time project execution
• Maintain a strong foundation of technical knowledge in indoor mapping technologies, VSLAM, 360 imagery, photogrammetry, digital twin, and BIM; develop knowledge of internal and external technical resources
• Remain highly visible in industry roles to maintain a high profile. Attend major conferences such as NENA, APCO, ESRI, NSGIC, and statewide and regional GIS groups as needed
• Identify potential business development opportunities that are professionally challenging; bring recognition to Michael Baker on a local and regional basis
• Provide exemplary leadership and serve as a role model for others; demonstrate a strong entrepreneurial mindset and a self-starter mentality
• Develop client leads and assist team project managers to prepare effective project proposals and contracts in cooperation with regional leads
• Assist clients in identifying funding and procurement options for indoor mapping and digital transformation initiatives
• Ability to travel up to 50%

Requirements:

• 5+ years of public safety, enterprise GIS, or SaaS sales experience (preference for combinations of these sectors, or related technology sales)
• 5+ years of experience navigating the full sales process, prospecting, lead qualification, needs analysis, proposal development, contract negotiation, and closing
• Strong understanding of public safety software and operations; preference for experience with SaaS-based solutions
• Demonstrated knowledge of client needs related to GIS data management, indoor mapping data types, and applications
• 9-1-1 operations, NG9-1-1 compliance requirements, and emergency response workflows
• Critical infrastructure protection and public safety priorities
• Ability to deliver value proposition presentations that meet client needs while maintaining NG9-1-1 compliance standards
• Proven track record of exceeding sales quotas and building long-term client partnerships in government, enterprise, or public sector markets
• Bachelor's Degree in Business, Marketing, Geography/GIS, Public Safety, Public Safety Answering Points (PSAP), Information Management, Computer Science, or relevant field
• Strong industry experience in Indoor Mapping, technical and public safety sales, enterprise GIS, and/or SaaS solutions
• Experience with Software-as-a-Service (SaaS) sales models and cloud-based technology solutions
• Demonstrated ability to deliver compelling value propositions aligned with client business outcomes and NG9-1-1 compliance requirements
• Outstanding written and oral communication skills with the ability to engage C-suite executives, technical stakeholders, and multi-disciplinary teams
• Exceptional customer service orientation and people-centered relationship management capabilities
• Ability to translate complex technical concepts (indoor mapping, VSLAM, 360 imagery, photogrammetry, digital twin, BIM, geospatial data, NG9-1-1 systems) into layman's terms and compelling business language
• Ability to coordinate effectively with cross-functional project stakeholders, technical teams, internal program staff, and clients
• Strong entrepreneurial mindset and self-starter mentality with the ability to work independently and drive initiatives forward
• Strategic thinking and problem-solving capabilities with the ability to identify and pursue growth opportunities
• Ability to multitask and manage multiple client relationships and sales opportunities simultaneously in a fast-paced environment
• Proficiency in CRM systems and sales pipeline management tools
• Relationship management expertise with the ability to serve as a trusted advisor and client advocate
• Ability to travel up to 50%
• Experience with relational databases and geospatial data management
• Working knowledge of Esri ArcGIS (Desktop extensions and ArcGIS Online)
• Familiarity with indoor mapping data types, VSLAM technology, point cloud processing, or 360 imagery capture methodologies
• Understanding of digital twin platforms and BIM (Building Information Modeling) applications and workflows
• Experience with spatial data conversion and collection processes
• Excellent written communication skills with the ability to prepare professional proposals, executive summaries, and technical documentation
• Demonstrated success in managing complex, multi-stakeholder sales cycles in government/public sector or enterprise environments