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

Planar Systems • Houston, TX

4d

About The Position

Planar is seeking a Business Development Manager to support its Government sales vertical, focusing on State and Local Government organizations throughout the Western United States and Canada. The role develops relationships with government end users, consultants, architects, general contractors, contract vehicle holders, strategic partners, and industry influencers. It identifies, develops, and qualifies opportunities that can produce revenue growth, builds pipeline, acquires new projects, and supports opportunities across the sales cycle for State, Provincial, and Local Government organizations.

The position reports to the Director of Sales, State & Local Government and works closely with Regional Account Managers, Applications Engineers, Marketing, Inside Sales, and strategic partners. The manager also evaluates government contract vehicles, supports marketing and business development initiatives, develops partner relationships, monitors competitive activity, and helps shape regional growth strategies. The role requires strong communication and collaboration, knowledge of government procurement processes, and the ability to deliver qualified opportunities to regional sales teams.

The candidate must reside in the Western United States; preference is given to candidates in California or Texas. Travel is required 50%–60% of the time. The role requires the ability to lift, move, and set up products weighing up to 40 pounds, as well as a valid driver's license and U.S. Passport for international travel.

Requirements

• Bachelor’s degree in business or a related field, or equivalent experience, preferred.
• At least five years of technology State & Local Government sales or business development experience.
• Experience with government technology capture, procurement, and contracting processes.
• A track record of success in outbound prospecting, cold calling, pipeline development, and sales forecasting.
• Strong references, including government end users, consultants, contractors, or partners with whom the candidate has done business.
• Effective English communication skills, including oral, written, and presentation skills.
• Proficiency in Microsoft Office applications and Salesforce.com, including opportunity management, pipeline development, forecasting, and reporting.
• Ability to deliver results in a fast-paced, dynamic environment.
• Must reside within the Western United States; preference for candidates located in California or Texas.
• Travel required 50%–60% of the time.
• Ability to lift, move, and set up products weighing up to 40 pounds.
• Valid driver's license and U.S. Passport for international travel.

Nice To Haves

• Prior experience involving video displays, AV technology, control rooms, or mission-critical environments.
• Experience with contemporary productivity and communication tools such as Zoom, Teams, LinkedIn, and social media.
• Candidates located in California or Texas are preferred.

Responsibilities

• Generate a pipeline leading to new revenue in the State & Local Government market by identifying, developing, and maintaining strategic relationships with end users, decision-makers, and influencers.
• Identify and develop opportunities related to new construction, renovation, modernization, and capital improvement projects across State, Provincial, and Local Government organizations.
• Initiate and participate in team, partner, and prospect sales calls, demonstrating the speed, agility, teamwork, and responsiveness needed to compete in the market.
• Work with Pre-Sales Applications Engineers to assemble solutions and sales proposal responses.
• Contribute to developing marketing programs for the segment, work with outbound marketing to establish regional sales targets, and implement programs that grow revenue.
• Collaborate with Marketing and Inside Sales Representatives to develop and update State & Local capabilities presentations, project cut sheets, and pre- and post-bid presentations.
• Communicate regularly with Regional Sales Account Managers and support their involvement in State & Local projects with pricing, product information, contracts, and project process needs.
• Follow up on leads from prospecting, trade shows, networking events, construction project intelligence platforms, and other business development activities.
• Contribute market intelligence, competitive information, and market, customer, and partner feedback to pricing decisions.
• Contribute to the ongoing analysis, refinement, and execution of business strategies.
• Communicate market trends and the competitive landscape to the Sales leadership team.
• Evaluate government contract vehicles, support marketing and business development initiatives, develop partner relationships, and monitor competitive activity.
• Help shape regional growth strategies and deliver qualified opportunities to regional sales teams.

Benefits

• 75% employer-paid medical coverage for the employee; family coverage is also included.
• 100% employer-paid dental and vision coverage for the employee and dependents.
• 100% employer-paid long-term disability, short-term disability, and life insurance.
• 401(k) match: the company matches 4% when the employee contributes 5%; immediately vested.
• 10 paid holidays.
• Starting at 15 days of paid PTO annually, inclusive of sick and vacation time.
• Employee Assistance Program (EAP).
• Flexible Spending Account (FSA).
• Benefits begin on the first day of employment.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level