Business Development Manager - State and Local Government

Planar; Indianapolis (IN); On-site; USD 60,000 - 100,000; Full time

Benefits offered by this job

75% employer-paid medical

100% employer paid dental and vision

100% employer paid disability and life insurance

401k Match

10 paid holidays

15 days paid PTO

Employee Assistance Program (EAP)

Flexible Spending Account (FSA)

Job summary

An established industry player is on the lookout for a Business Development Manager focused on State and Local Government sales. This dynamic role requires a strong track record in building relationships and generating new business opportunities. The ideal candidate will engage with various stakeholders, develop strategic marketing plans, and drive revenue growth. With a focus on collaboration and effective communication, this position plays a crucial role in enhancing the company’s market presence and achieving business goals. Join a forward-thinking team that values innovation and teamwork, and make a significant impact in the government sector.

Qualifications

• 5+ years of technology sales experience in State & Local Government.
• Strong communication skills required for effective presentations.

Responsibilities

• Generate a robust pipeline for new revenue in State & Local Government.
• Collaborate with partners and internal teams to drive sales.

Skills

Business Development

Sales Experience

Relationship Building

Negotiation Skills

Communication Skills

Market Analysis

Prospecting

Team Collaboration

Education

Bachelor's degree in business or related field

Tools

Microsoft Office

Salesforce.com

GovWin

Zoom

Teams

Job description

Business Development Manager - State and Local Government

We are currently seeking a Business Development Manager to support our Government sales vertical specifically focused on State & Local government agencies in the Central region of the US.

The State and Local Business Development role demands a strong and proven track record in seeking out and building relationships with end users, consultants, contract vehicle holders, and industry influencers. The ideal candidate must bring a high level of business expertise, technical knowledge, and resourcefulness to facilitate a strong business development process that leads to new projects and opportunities. This involves engaging with internal/external customers and identifying and analyzing new opportunities - whether known or not. Responsibilities include acquiring new projects within State & Local Government Agencies in the United States and Canada. The individual in this position is responsible for developing pipelines, qualifying opportunities, and boosting revenue.

The role calls for building relationships with strategic partners and customers. Effective collaboration, negotiation, and cooperation are crucial for achieving business goals. Additional tasks may include forming complimentary manufacturer relationships, creating short and long-term marketing campaign strategies, and building a robust business development plan. The Business Development professional must stay informed about competitor business models, performance, leadership, and market share impact.

Collaboration is at the heart of the business developer's responsibilities. By forging strong partnerships with regional account managers, they facilitate a seamless transition from identifying opportunities to pursuing them with purpose and precision. Their ability to cultivate relationships with customers and industry stakeholders is instrumental in nurturing trust and loyalty, ultimately leading to mutually beneficial outcomes.

Moreover, the business developer serves as a conduit for internal and external collaboration, acting as a bridge between different teams and stakeholders. By effectively communicating the organization's core capabilities and value proposition, they enhance brand visibility and credibility in the market. Through strategic planning and meticulous execution, they contribute to the seamless operation of capture teams and the successful acquisition of new projects.

Additional duties involve developing solutions for specific opportunities, managing partner relationships, actively engaging in business planning activities, and overseeing all activities to deliver qualified opportunities to regional teams. The ideal candidate should possess a solid understanding of US Government contracting, contract types, procurement processes, and exhibit teamwork, strong reasoning, and effective communication skills in both verbal and written forms.

What You'll Do:

• 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.
• Initiate and participate on team, partner and prospect sales calls and model the speed, agility, aggressiveness, 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 contribute 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 Rep to develop and update State & Local capabilities presentations, project cut sheets and pre/post-bid presentations.
• Communicate with Regional Sales Account Managers regularly, support their involvement in State & Local projects with pricing, product information, contracts and project process needs.
• Follow up on leads you will generate via cold calling, trade shows or other networking events.
• Actively contribute to the ongoing analysis, refinement and execution of business strategies.
• Communicate market trends and competitive landscape to the Sales leadership team.

Requirements

What You'll Need:

• Bachelor's degree in business or related field or equivalent experience preferred.
• Minimum of five years of technology State & Local Government sales experience. Prior sales experience involving video displays are preferred, working with public safety officials is key.
• Experience with government technology capture, procurement, and contracting processes.
• Track record of demonstrated success outbound prospecting, cold calling, selling and forecasting sales required.
• Strong references to include end-users you have done business with.
• Demonstrated effective English language communication skills; oral, written and presentation, required.
• Proficiency in Microsoft Office applications required. Preference for prior experience using Salesforce.com and GovWin.
• Preference for experience with contemporary productivity and communication tools (e.g. Zoom, Teams, Social Media, etc.).
• Demonstrated ability to deliver results in fast paced dynamic environment required.
• Trade show and conference experience.

Other Requirements:

• 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.

Benefits

All benefits start on first day of employment!

• 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).

EEOC Statement:

• Planar is an equal opportunity employer, we believe in fostering a culture of equality, diversity, and inclusivity. Our commitment to this goal is clearly expressed in our zero-tolerance policy for discrimination and harassment of any kind, including on the basis of race, color, sex, age, religion, sexual orientation, national origin, disability, genetic information, pregnancy, protected veteran status or any other characteristic protected by applicable federal, state, or local laws. Our hiring practices ensure that decisions are based solely on qualifications, merit, and current business needs, while extending to all aspects of our operations - from recruitment and promotion to layoff and recall, to leave of absence, compensation, benefits, and training. We are committed to remaining a drug free workplace.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales, Business Development, and Customer Service

Industries

IT Services and IT Consulting