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

Planar; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical plan (75% employer-paid)

Dental & Vision covered

401k match

15 days PTO

Holidays

EAP

FSA

Job summary

Planar is seeking a Business Development Manager to support our Government sales vertical, focused on State & Local Government across the Western United States and Canada. You will build strategic relationships with end users, consultants, architects, and partners to identify and qualify opportunities that drive revenue.

Reporting to the Director of Sales, State & Local Government, you will work with Regional Account Managers, Applications Engineers, Marketing, Inside Sales, and partners to

Qualifications

• 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.
• Experience with government procurement processes and contract vehicles.
• Strong outbound prospecting, pipeline development, and forecasting skills.
• Excellent English communication skills, both written and verbal.

Responsibilities

• Generate a robust pipeline within the State & Local Government market and build strategic relationships.
• Identify opportunities across new construction, renovation, and capital improvement projects.
• Lead and participate in sales calls with team, partners, and prospects.
• Collaborate with pre-sales engineers to develop solutions and responses.
• Contribute to marketing programs and regional sales targets to grow revenue.
• Support pricing decisions with market intelligence and competitive insights.
• Maintain updates to capabilities presentations and project materials.
• Coordinate with Regional Account Managers and inside sales on project needs.
• Travel 50–60% of the time and reside in the Western United States.

Skills

State & Local Government sales

Pipeline development

Contract vehicle knowledge

Sales forecasting

Communication skills

Education

Bachelor's degree in business or related field

Tools

Salesforce.com

MS Office

Zoom

Job description

We are currently seeking a Business Development Manager to support our Government sales vertical specifically focused on State & Local Government organizations throughout the Western United States and Canada.

This role requires a proven track record of building relationships with government end users, consultants, architects, general contractors, contract vehicle holders, strategic partners, and industry influencers. The ideal candidate will bring strong business development experience, technical aptitude, and the ability to identify, develop, and qualify new opportunities that lead to revenue growth.

Responsibilities include developing pipeline, acquiring new projects, and supporting opportunities throughout the sales cycle across State, Provincial, and Local Government organizations.

The Business Development Manager will report directly to the Director of Sales, State & Local Government and work closely with Regional Account Managers, Applications Engineers, Marketing, Inside Sales, and strategic partners to identify and advance opportunities. Additional responsibilities include evaluating government contract vehicles, supporting marketing and business development initiatives, developing partner relationships, monitoring competitive activity, and helping shape regional growth strategies. Success in this role requires strong communication skills, knowledge of government procurement processes, effective collaboration, and the ability to consistently deliver qualified opportunities to regional sales teams.

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
• 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

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 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

Other Requirements:

• 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

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