Business Development Manager, Systems

Light & Wonder•Las Vegas, NV

About The Position

The Business Development Manager is a key member of Light & Wonder’s North American Systems commercial team and is responsible for generating incremental Systems revenue by building and converting a qualified pipeline of new-business opportunities. This is a hunting role focused on identifying and winning new customer relationships, competitive conversions, product-penetration opportunities, and sales of Systems hardware, software, services, and recurring-revenue solutions. The manager leads complex opportunities from prospecting and discovery through solution development, negotiation, and contract execution, while representing customer and market insight to internal teams. The role requires frequent, in-person customer engagement and extensive travel throughout North America. It is field-oriented and not primarily a home-office selling position. Travel is expected to be approximately 60% to 75%, depending on territory needs and customer activity. Because Light & Wonder operates in a highly regulated gaming business, employees may need to obtain gaming or other licenses, undergo background investigations or security checks, and meet applicable legal, regulatory, or contractual standards. A due-diligence/background investigation may be required as a condition of employment, to the extent permitted by law. The job description is not all-inclusive, and the employee may be asked to perform other job-related tasks and responsibilities. Light & Wonder is an Equal Opportunity Employer.

Requirements

Bachelor’s degree in business, marketing, technology, hospitality, gaming, or a related discipline, or equivalent professional experience.
Significant experience in enterprise business development, complex solution sales, or new-logo acquisition.
Demonstrated success originating and closing opportunities rather than primarily servicing an established account base.
Experience managing long, complex sales cycles involving multiple customer and internal stakeholders.
Ability to establish credibility with senior executives, operational leaders, technology stakeholders, procurement teams, and other decision-makers.
Strong commercial judgment, negotiation capability, and financial acumen.
Experience developing account strategies, opportunity plans, business cases, and executive presentations.
Ability to communicate the value of a portfolio that may include hardware, software, services, subscriptions, and recurring-revenue solutions.
Strong pipeline-management and forecasting discipline.
Willingness and ability to travel extensively throughout North America, frequently and with limited notice when required.
Ability to operate independently in a field-based environment while remaining closely connected to a cross-functional organization.
Valid driver’s license and ability to satisfy applicable customer-site and gaming-licensing requirements.

Nice To Haves

Experience in casino systems, gaming technology, hospitality technology, enterprise software, payments, loyalty, analytics, or another complex regulated technology sector.
Existing relationships with casino operators, tribal gaming organizations, commercial gaming operators, or related industry stakeholders.
Experience selling technology platforms or solutions integrated into mission-critical customer operations.
Track record of competitive displacement, greenfield sales, or significant product penetration.
Familiarity with casino operations, player loyalty, bonusing, analytics, casino accounting, customer engagement, or systems integration.
Experience selling a combination of capital products and recurring software or services.
Understanding of SaaS, cloud-based delivery, subscription offerings, or technology modernization.
Experience working effectively across product, engineering, services, finance, contracts, and executive leadership teams.

Responsibilities

Develop and maintain a territory strategy focused on new customers, competitive conversions, underpenetrated accounts, and priority market opportunities.
Proactively identify and pursue prospects rather than relying primarily on inbound leads or established customer demand.
Develop relationships with senior customer leaders, operational decision-makers, technology stakeholders, and other key influencers.
Understand prospective customers’ operating models, business priorities, technology environments, challenges, and decision criteria.
Translate customer needs into an integrated Light & Wonder Systems value proposition.
Conduct executive-level presentations, discovery sessions, product demonstrations, workshops, and commercial discussions.
Build and maintain a healthy pipeline sufficient to achieve assigned revenue and booking targets.
Establish milestones and mutual action plans for complex sales opportunities, provide accurate forecasts, and communicate changes, risks, or barriers early.
Develop competitive displacement strategies and partner with internal teams on migration, implementation, and adoption plans for customers moving from incumbent platforms.
Partner with Product Management, Commercial Strategy, Sales Engineering, Client Services, Operations, Finance, Legal, and other stakeholders to develop customer solutions and coordinate priority pursuits.
Bring customer and market insight into product-roadmap and portfolio discussions.
Monitor market developments, competitor activity, customer investments, and regulatory or technology trends.
Maintain a structured territory plan that identifies priority accounts, whitespace opportunities, relationship gaps, and revenue potential.
Participate in industry conferences, customer events, demonstrations, and networking opportunities.
Develop commercially sound opportunities that balance growth, customer value, delivery risk, and profitability, operating with high integrity in a regulated gaming environment.