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

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Develop a strong pipeline that generates new revenue within the State & Local Government sector by identifying, nurturing, and sustaining strategic customer relationships with end users and other key decision-makers and influencers.

• Identify and create opportunities related to new construction, renovation, modernization, and capital improvement projects across State, Provincial, and Local Government entities.

• Initiate and participate in team, partner, and prospect sales calls, showcasing the speed, agility, teamwork, and responsiveness needed to excel in the State & Local Government market.

• Collaborate with Pre-Sales Applications Engineers to formulate solutions and responses for sales proposals.

• Actively engage in the formulation of marketing programs for this sector by working with outbound marketing to set regional sales targets while executing marketing initiatives that boost revenue.

• Work together with Marketing and Inside Sales Representatives to create and update State & Local capabilities presentations, project cut sheets, and pre/post-bid presentations.

• Maintain regular communication with Regional Sales Account Managers and assist them in State & Local projects by providing pricing, product information, contracts, and project process support.

• Follow up on leads generated from prospecting, trade shows, networking events, construction project intelligence platforms, and other business development activities.

• Contribute to pricing decisions through market intelligence, competitive insights, and feedback from the market, customers, and partners.

• Actively participate in the continuous analysis, refinement, and execution of business strategies.

• Relay market trends and the competitive landscape to the Sales leadership team.

⛳️ Requirements

• A Bachelor’s degree in business or a related field, or equivalent experience is preferred.

• At least five years of experience in technology sales or business development within the State & Local Government sector. Experience with video displays, AV technology, control rooms, or mission-critical environments is preferred.

• Familiarity with government technology capture, procurement, and contracting processes is essential.

• Proven track record of success in outbound prospecting, cold calling, pipeline development, and sales forecasting.

• Strong references from government end-users, consultants, contractors, or partners with whom you have collaborated.

• Required effective English language communication skills, both oral and written, as well as presentation abilities.

• Proficiency in Microsoft Office applications and Salesforce.com is required, including opportunity management, pipeline development, forecasting, and reporting.

• Preference for experience with modern productivity and communication tools (e.g., Zoom, Teams, LinkedIn, Social Media, etc.).

• Demonstrated ability to achieve results in a fast-paced, dynamic environment is required.

• Candidates must reside within the Western United States, with preference given to those located in California or Texas.

• Travel is required 50%–60% of the time.

• Ability to lift/move/set up products weighing up to 40 pounds is necessary.

• A valid driver's license and U.S. Passport for international travel are mandatory.

🏝️ Benefits

• 75% employer-paid medical coverage for the employee, with family coverage also included.

• 100% employer-paid dental and vision coverage for the employee and dependents.

• 100% employer-paid long-term and short-term disability, as well as life insurance policy.

• 401k Match, with a contribution of 5% matched by 4%. You are 100% vested immediately.

• 10 paid holidays each year.

• Starting with 15 days of paid PTO (including sick and vacation time) annually.

• Employee Assistance Program (EAP).

• Flexible Spending Account (FSA).