Business Development Manager, Government

Acuity Inc.•Conyers, GA

1d•$85,700 - $185,400

About The Position

The Business Development Manager, Government drives adoption of the Q-SYS platform and ecosystem within the Government vertical by championing Q-SYS solutions to key end-user contacts at top federal agencies, including Defense, Homeland Security, and the Intelligence Community. The role develops a technical understanding of the Q-SYS solution set and communicates its value across Audio, Video, and Control. It works with internal Q-SYS stakeholders, identifies and prioritizes high-potential new-business opportunities, demonstrates products, and answers general technical questions. The manager works across all phases of the government sales cycle, including prospecting, client development, and account management, and manages opportunities that may take several years to mature. The role also supports customer engagement through trade shows, training sessions, roundtables, and end-customer meetings; plans the subvertical’s events calendar; maintains Salesforce CRM data integrity; identifies opportunities to introduce other Acuity Intelligent Spaces brands; and collaborates with compliance teams. The position may be based anywhere in the United States and involves travel.

Requirements

High school diploma or equivalent required.
At least 5 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, DOJ, DHS, ODNI, state-level agencies, or similar organizations.
Demonstrated ability to collaborate across teams and meet established deadlines.
Strong organizational, analytical, interpersonal, written, and verbal communication skills.
Self-motivated, able to work independently with a high degree of autonomy, take initiative, and manage multiple priorities.
Ability to independently prioritize prospects and customers, manage sales activities, and allocate time and resources across opportunities.
Sound judgment within established business objectives, sales strategies, and organizational guidelines.
Experience managing sales pipelines and customer opportunities using a CRM platform such as Salesforce or a comparable system.
Strong active listening and customer relationship management skills.
Ability to build and maintain positive, collaborative working relationships with people across different roles and organizational levels.
Willingness and ability to travel as required.

Nice To Haves

Bachelor’s degree or an equivalent combination of education and relevant experience.

Responsibilities

Develop and continuously improve technical understanding of the Q-SYS solution set.
Articulate the Q-SYS value proposition across Audio, Video, and Control, demonstrate products across the portfolio, and answer general technical capability questions.
Collaborate proactively with internal Q-SYS stakeholders, including Consultant Liaisons, Channel Sales, and the Strategic Account Team.
Identify and prioritize accounts and opportunities with high potential for net new business.
Develop autonomy with internal workflows and protocols while working within established business objectives, sales strategies, and guidelines.
Understand how public-sector buying teams operate and manage all phases of the government sales cycle, including prospecting, client development, and account management.
Attend trade shows, interact with current and prospective customers, and conduct post-show follow-up.
Drive attendance at customer-facing events such as technical training sessions and roundtables.
Organize and lead effective end-customer meetings, involving other organizational stakeholders as appropriate.
Maintain data integrity in Salesforce CRM.
Attend training to develop relevant knowledge, techniques, and skills.
Own and plan an events calendar for the subvertical.
Identify opportunities to introduce other Acuity Intelligent Spaces brands.
Generate new business using existing databases, discovery tools, and the manager’s own contact database.
Collaborate with compliance teams and initiatives, and maintain fluency with trade and product compliance.
Manage sales activities, prioritize prospects and customers, and allocate time and resources across new and existing opportunities.
Work collaboratively across teams and meet established deadlines; operate with accountability to KPIs and feedback.