Business Development Manager - Public Sector

Description

The Business Development Manager – Public Sector is responsible for identifying, developing, and expanding business opportunities with government agencies at the state, county, city, municipal, and special district levels. This role focuses on building strategic relationships with public sector decision-makers, understanding government procurement processes, and driving revenue growth through the acquisition and expansion of government accounts.

The ideal candidate possesses a strong understanding of public sector operations, government purchasing cycles, contract vehicles, and stakeholder engagement. They will serve as a trusted advisor to government clients while collaborating internally with sales, marketing, product, legal, and executive teams to develop and execute successful growth strategies.

Key Responsibilities

Business Development & Revenue Growth

• Develop and execute a comprehensive public sector business development strategy focused on state, county, city, municipal, and special district government entities.
• Identify, qualify, and pursue new business opportunities that align with organizational growth objectives.
• Generate and manage a robust pipeline of opportunities through prospecting, networking, industry events, referrals, and strategic partnerships.
• Meet or exceed established revenue, pipeline, and account growth targets.
• Develop account plans for key government customers and strategic prospects.

Government Relationship Management

• Establish and maintain relationships with government executives, department leaders, procurement officials, elected officials, and other key stakeholders.
• Serve as the primary point of contact for public sector clients throughout the sales and business development lifecycle.
• Understand agency priorities, funding sources, regulatory requirements, and procurement challenges.
• Build long-term partnerships that position the organization as a trusted resource and solution provider.

Procurement & Contract Management

• Monitor and evaluate government procurement opportunities, including RFPs, RFQs, RFIs, cooperative purchasing agreements, and contract vehicles.
• Lead opportunity qualification and go/no-go decision processes.
• Collaborate with internal teams to develop competitive proposals and responses.
• Maintain knowledge of public procurement regulations, compliance requirements, and contracting procedures.
• Support contract negotiations and ensure adherence to government procurement standards.

Strategic Planning & Market Intelligence

• Analyze market trends, legislative developments, budget allocations, and funding initiatives affecting state and local governments.
• Identify emerging opportunities, competitive threats, and strategic partnerships.
• Provide regular market intelligence and forecasting to senior leadership.
• Recommend new market segments, programs, and service offerings based on customer needs and industry trends.

Cross-Functional Collaboration

• Partner with marketing teams to develop public sector-focused campaigns, events, and thought leadership initiatives.
• Work closely with sales, operations, product, and customer success teams to ensure successful implementation and client satisfaction.
• Coordinate executive-level engagement opportunities with government stakeholders.
• Support customer retention and expansion initiatives within existing government accounts.

Requirements

• Bachelor's degree in Business Administration, Public Administration, Political Science, Marketing, or a related field.
• 5+ years of business development, sales, account management, or government relations experience.
• Demonstrated success selling products or services to state, county, city, municipal, or other public sector organizations.
• Strong understanding of government procurement processes and contracting mechanisms.
• Proven ability to develop and maintain executive-level relationships.
• Experience managing complex sales cycles and competitive procurements.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Strong organizational and project management capabilities.
• Proficiency with CRM platforms and Microsoft Office Suite.
• Willingness to travel approximately 40–60% as required.

Preferred Qualifications

• Experience working with cooperative purchasing contracts, statewide contracts, or public sector purchasing consortiums.
• Existing network of relationships within state and local government agencies.
• Knowledge of government budgeting processes and funding programs.
• Experience responding to RFPs, RFQs, and formal procurement solicitations.
• Master's degree in Business Administration (MBA), Public Administration (MPA), or related field.