Senior Business Development Manager – State and Local Government

This is a fully remote position, open to applicants in California.

📋 Description

• Lead the strategic direction, engage senior leadership, and deliver business outcomes for a range of Global Public Sector ISVs and ecosystem partners, including System Integrators (SIs), Global System Integrators (GSIs), OEMs, and Advanced Technology Partners (ATPs).

• Cultivate impactful relationships with C-level executives, product leaders, architects, developers, data scientists, sales leaders, government-industry leaders, systems integrators, and decision-makers in the public sector.

• Accelerate the adoption of NVIDIA tools, SDKs, libraries, frameworks, models, blueprints, reference architectures, and AI acceleration technologies within ISV platforms and packaged solutions.

• Customize NVIDIA platform capabilities into bespoke partner solutions for areas such as public safety, traffic and mobility, smart infrastructure, digital government, records and case management, computer vision, conversational AI, and agentic systems.

• Create collaborative go-to-market strategies with ISVs, SIs, GSIs, OEMs, and ATPs, working closely with field sales teams to establish repeatable co-selling processes.

• Oversee pilots, proofs of value, software validation, marketplace readiness, licensing, deployment architecture, and production transition while ensuring executive-level visibility into risks and progress.

• Recognize trends within the ISV portfolio and convert effective integrations into reusable solution offerings that can be scaled across countries, agencies, and Global Public Sector segments.

⛳️ Requirements

• Bachelor's Degree or equivalent experience.

• A minimum of 12 years in enterprise software sales, strategic account management, ISV ecosystem development, partner management, developer relations, public-sector technology, or similar roles.

• Proficient in enterprise AI and agentic systems.

• Knowledgeable about AI-native architectures, computer vision, digital twins, and secure deployment frameworks for enterprise and governmental applications.

• Demonstrated success in developing strategic accounts, building pipelines, forecasting complex opportunities, and achieving business results through software and ecosystem partnerships.

• Understanding of government procurement processes, mission requirements, security and data-sovereignty issues, funding cycles, and partner routes to market utilized in the public sector.

• Capable of providing thought leadership, strategic thinking, articulating a clear vision both in writing and verbally, and influencing executives and cross-functional teams without direct authority.

• Experience with enterprise software, SaaS, AI platforms, ISV ecosystems, open-source business models, developer-led sales strategies, and multi-party solution selling.

• Strong operational acumen, including account planning, CRM and pipeline management, opportunity qualification, mutual action plans, executive reviews, and a clear commitment to follow-through.

🏝️ Benefits

• Equity

• Benefits