About the position

The Business Development Manager, Government implements sales strategies for Federal, State, and Local Government opportunities to grow incremental Leasing, Services, and Product offerings. The role leads opportunity identification, solution development, deal creation, and the achievement of revenue and budget targets. It calls for an innovative, driven, self-starting sales professional who can grow revenue through complex sales cycles and government contracts. The role targets government and education customers and strategic partners. It manages opportunities through government procurement channels and contract vehicles, the full sales lifecycle from lead generation and capture strategy through award and post-award transition, and relationships with government decision-makers, procurement officers, and industry partners. The manager owns the customer experience and coordinates with cross-functional teams to meet customer expectations. This position uses structured sales processes and CRM tools, monitors solicitations and market trends, and contributes to capture management, proposal development, and negotiations. It collaborates with stakeholders, tracks account progress and sales trends, monitors competitors and wireless technology developments, and matches internal capabilities to business opportunities through business cases and risk and opportunity modeling. The role reports to the National Sales Director. It follows a hybrid work model, with office work Monday through Thursday and on-site collaboration with customers, teammates, and stakeholders; travel of up to 50% or more is expected.

Responsibilities

• Implement sales strategies by analyzing client objectives, budgets, and competition to target government and education customers and strategic partners.
• Identify, qualify, and pursue opportunities through government procurement channels and contract vehicles, including GSA, GWACs, IDIQs, and BPAs.
• Manage the full sales lifecycle, from lead generation and capture strategy through award and post-award transition.
• Build, manage, and maintain relationships with government decision-makers, procurement officers, and industry partners.
• Own the customer experience and communicate customer pain points, escalations, and actions to cross-functional teams to deliver on expectations.
• Manage the sales funnel using structured, repeatable sales processes and CRM tools.
• Monitor RFPs, RFIs, and market trends to identify new opportunities.
• Contribute to capture management, proposal development, and negotiations.
• Refine sales processes to improve efficiency, predictability, and scalability.
• Collaborate with stakeholders and update colleagues on sales trends, initiatives, and account progress.
• Monitor industry competitors and wireless technology developments, identify risks, and create mitigation plans.
• Identify efforts to elevate and advance the company's presence in targeted areas.
• Interact with senior contacts within target accounts and seek out new business opportunities.
• Match internal capabilities to business opportunities and construct business cases, including risk and opportunity modeling.
• Foster consultative client relationships based on trust and satisfaction.
• Carry out additional duties as assigned.

Requirements

• Bachelor’s degree or equivalent experience.
• At least seven years of telecom sales experience.
• Proven success sourcing new business, negotiating deals, and meeting sales targets.
• Ability to apply market intelligence to guide sales strategies.
• Advanced financial and business insight and ability to solve complex problems.
• Proven experience in government sales or government procurement.
• Strong knowledge of government contracting processes and contract vehicles.
• Demonstrated success managing long, complex sales cycles.
• Process-oriented mindset and ability to build and optimize repeatable sales frameworks.
• Self-motivated, innovative, and comfortable working independently in a fast-paced environment.
• Ability to translate customer needs into value-based solutions.
• Strong communication, negotiation, and relationship-building skills.

Nice-to-haves

• Experience with government sales processes and strong pre-existing relationships.

Benefits

• Comprehensive healthcare plans with highly company-subsidized premiums and up to \$2,000 annual company contribution to a Health Savings Account for the HSA base plan for employees and dependents.
• 401(k) plan with up to 10% company contributions through a 5% match and 5% profit-sharing program, based on employee contributions.
• Up to eight weeks of 100% paid new-child leave upon birth or legal adoption; birth mothers may receive up to eight additional weeks of 100% paid medical leave.
• Tuition reimbursement up to \$5,250 per year for eligible tuition and fees.
• Scholarship program awarding up to \$10,000 per recipient each year for eligible dependent children of employees and interns.
• Matching charitable contributions to qualified charitable organizations up to \$1,000 per year per teammate.
• Paid time off for eligible full-time employees, with a minimum of 18 days per year based on years of service.
• Ten company holidays plus two floating holidays.
• Free beverages and snacks in all offices.
• Compensation may include a discretionary annual cash bonus or commissions and equity incentives, depending on the position offered.