Business Development Manager, Government

Accountabilities: Business Development and Account Growth Drive adoption of the audio, video, and control technology platform and its broader ecosystem across government and public-sector markets. Build relationships with key contacts and decision-makers at federal agencies, including defense, homeland security, and intelligence organizations. Identify, qualify, and prioritize high-potential accounts and opportunities to generate new business. Develop new leads through existing databases, discovery tools, personal networks, and independently maintained contact databases. Manage the full government sales cycle, including prospecting, customer development, account management, and opportunities that may take several years to mature. Solution Positioning and Customer Engagement Develop and maintain a strong technical understanding of the product portfolio and its capabilities. Clearly communicate the value proposition across audio, video, and control solutions through in-person and virtual presentations. Demonstrate products and respond confidently to general technical questions from prospective and existing customers. Organize and lead effective customer meetings, involving internal specialists and stakeholders when appropriate. Build trusted customer relationships by understanding procurement processes, organizational needs, and public-sector buying dynamics. Cross-Functional Collaboration Partner with consultant liaisons, channel sales, strategic account teams, and other internal stakeholders to coordinate business development activities. Identify opportunities to introduce complementary solutions from other business units where they align with customer needs. Collaborate with internal compliance teams to support trade and product compliance requirements and related initiatives. Develop increasing autonomy in internal workflows, sales protocols, and organizational processes. Events and Market Development Attend industry trade shows, engage with prospective and existing customers, and conduct timely post-event follow-up. Increase participation in customer-facing events, including technical training sessions and roundtable discussions. Own and maintain an events calendar for the government market subvertical. Participate in training to strengthen product knowledge, sales techniques, and professional capabilities. Pipeline Management and Performance Maintain accurate customer, contact, and opportunity information in Salesforce or a comparable CRM platform. Track key performance indicators, respond to feedback, and work toward established business objectives. Independently prioritize prospects, allocate time and resources across new and existing accounts, and manage multiple opportunities effectively. Exercise sound judgment while operating within established sales strategies, business objectives, and organizational guidelines. Requirements: High school diploma or equivalent required. Bachelor's degree or an equivalent combination of education and relevant experience preferred. At least five years of experience in technology sales or a related field. Experience working with public-sector, government, defense, intelligence, or security-focused organizations, such as the Armed Forces, Department of Justice, Department of Homeland Security, Office of the Director of National Intelligence, state agencies, or comparable entities. Demonstrated ability to identify and develop new business opportunities, manage customer relationships, and progress complex sales opportunities through extended sales cycles. Understanding of public-sector procurement processes and government purchasing teams. Experience managing sales pipelines and customer opportunities using Salesforce or a comparable customer relationship management (CRM) platform. Ability to communicate the value of technical products and solutions through clear, persuasive presentations in both in-person and virtual settings. Strong written and verbal communication skills, including active listening and the ability to engage stakeholders at different organizational levels. Strong organizational, analytical, interpersonal, and time-management skills, with the ability to manage multiple priorities and meet deadlines. Self-motivation, initiative, and the ability to work independently with a high degree of autonomy. Demonstrated ability to collaborate across teams, build productive working relationships, and coordinate resources to support customer and business objectives. Willingness to travel as required for customer meetings, trade shows, and industry events. The stated travel categories range from 1–20% to 21–40%, depending on travel needs. Benefits: Annual salary range: $85,700–$185,400, with placement depending on experience and geographic location. Healthcare coverage: Health insurance benefits. Dental coverage: Dental insurance plans. Vision coverage: Vision care benefits. Retirement savings: 401(k) benefits. Performance-based compensation: Commission and/or incentive compensation, depending on the role. Remote work: Opportunity to work remotely from anywhere in the United States. Professional development: Training opportunities to strengthen technical knowledge, sales skills, and product expertise. Career growth: Opportunities to develop strategic government accounts, expand market presence, and contribute to the growth of innovative technology solutions.