Business Development Manager - United States Federal Government

Planar Systems•Reston, VA

About The Position

Are you a high-achieving federal sales professional with a verifiable history of building multimillion-dollar pipelines and closing substantial revenue deals in the technology sector? We're seeking an elite Business Development Manager to spearhead explosive growth in our U.S. Federal Government vertical, targeting agencies and prime contractors with innovative visual solutions. If you've consistently exceeded quotas by forging strategic alliances and navigating complex federal procurements to deliver seven-figure wins, this is your opportunity to join a dynamic, forward-thinking team and make a tangible impact on national-scale projects. The Federal Business Development Manager role requires an exceptional track record of prospecting, relationship-building, and revenue generation within the U.S. Federal Government market. You'll leverage your established network of federal end users, system integrators, prime contractors, subcontractors, consultants, and industry influencers to execute a high-impact go-to-market strategy. Top candidates will demonstrate deep business acumen, technical expertise in audio-visual or related technologies, a robust federal rolodex, and the ingenuity to uncover hidden opportunities through sophisticated capture management and proposal processes. Your mission: identify, qualify, and convert new projects across federal agencies, often via primes or vehicles like GWACs, IDIQs, and BPAs, while driving pipelines that translate into significant revenue growth. This position demands mastery in cultivating partnerships with strategic allies, primes, and federal decision-makers. You'll excel in high-stakes negotiations, teaming agreements, and cross-functional collaboration to crush business objectives. Beyond core duties, you'll scout federal contract vehicles, forge synergistic relationships with complimentary manufacturers and subs, craft targeted marketing campaigns, and architect comprehensive BD and capture plans. Staying ahead of the curve on competitors' strategies, leadership shifts, and market dynamics is non-negotiable to maintain our edge in the federal arena. As a key growth driver, you'll shape our federal strategy through active involvement in executive discussions, delivering insights that propel organizational expansion and align with long-term goals. Collaboration is your superpower: partnering with regional account managers and capture teams to seamlessly advance opportunities from ideation to win. Your relationship-building prowess will foster enduring trust with stakeholders, amplifying our brand's presence and securing mutually rewarding outcomes. You'll bridge internal and external worlds, articulating our cutting-edge capabilities to elevate market credibility. With strategic foresight and flawless execution, you'll optimize capture operations, innovate processes, and seize emerging trends—ensuring every pursuit is strategically sound and revenue-focused. Additional responsibilities include tailoring solutions for high-value opps, managing teaming partnerships, leading business planning, and overseeing federal BD/capture efforts to hand off qualified leads that fuel regional success. Elite performers will bring intimate knowledge of federal contracting (FAR/DFARS, contract types, SAM.gov, GWACs), coupled with outstanding teamwork, analytical prowess, and communication skills.

Requirements

Bachelor’s degree in business or a related field (or equivalent experience) preferred
At least 7+ years of proven technology sales experience in the U.S. Federal Government market, with a focus on audio-visual solutions highly preferred
Demonstrated expertise in federal capture management, procurement, and contracting (e.g., FAR/DFARS, GWACs, IDIQs), with a history of winning major contracts
Quantifiable success in outbound prospecting, cold calling, deal closure, and sales forecasting—must include evidence of building robust pipelines and generating substantial revenue (e.g., $5M+ annually)
Stellar references from federal end users, primes, or key accounts you've personally closed business with
Superior communication skills in English: verbal, written, and presentation mastery required
Expert proficiency in Microsoft Office; strong preference for hands-on experience with Salesforce.com, Deltek GovWin, SAM.gov, or equivalent federal tracking tools
Familiarity with modern tools like Zoom, Teams, and social media for productivity and outreach
Proven ability to thrive and deliver outsized results in a high-pressure, fast-evolving environment
Ability to lift/move/set up products up to 40 pounds
Valid driver’s license required

Responsibilities

Independently architect and deliver a high-velocity pipeline generating substantial new revenue in the federal market, by prospecting, nurturing, and expanding relationships with end users, primes, and key influencers
Lead and join high-energy sales calls with teams, partners, and prospects, embodying the urgency, adaptability, and tenacity needed to dominate federal competitions
Partner with Pre-Sales Engineers to craft compelling solutions and proposal responses, including RFP/RFQ mastery
Drive marketing initiatives for the federal segment, collaborating on targeted campaigns and sales goals to accelerate revenue growth
Team up with Marketing, Inside BD, and Sales Engineering to refine federal capabilities decks, case studies, and bid presentations
Maintain tight coordination with Regional Account Managers, supplying critical intel on pricing, products, contracts, and processes for federal pursuits
Fuel pipeline expansion via proactive networking at industry events, trade shows, and strategic activities
Inform pricing strategies with actionable market intelligence, competitive analysis, and stakeholder feedback
Shape and refine business strategies through ongoing analysis, including advanced capture planning
Brief sales leadership on evolving market trends and the competitive federal landscape