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

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