Purpose of the JobThe Business Development Manager (BDM) - Mission Critical is responsible for driving top of funnel growth by identifying, influencing, and developing net new end user opportunities within key vertical markets across an assigned region. This role focuses on early stage opportunity creation and specification influence by engaging security consultants, architects, engineers (A&Es), and other decision makers to position i PRO solutions early in the design and planning process.
As a strategic, field facing role, the BDM emphasizes long term account development, deep vertical market expertise, and close collaboration with internal stakeholders to support i PRO's Mission Critical growth strategy. While the BDM does not own the integrator channel or carry a reseller revenue quota, the role is directly accountable for closed revenue from named accounts, net new opportunity generation, and successful specification influence. All end user engagements will be the responsibility of the BDM. Live demonstrations, proof of concepts, walk-throughs, etc. will all be the responsibility for the BDM.
Key Responsibilities- Collaborate with Channel Partner Managers (CPMs) and Sakura dealers to develop targeted prospect lists.
- Conduct K 12 end user demonstrations and in field meetings to drive early engagement and specification influence.
- Partner with Sales Development Representatives (SDRs) to execute outbound call campaigns and secure appointments.
- Independently prospect, schedule, and conduct meetings with targeted end users and influencers.
- Coordinate with the retention team to support scheduling and execution of all appointments.
- Represent the company at trade shows and industry events to generate awareness and new opportunities.
- Partner as needed with technology alliance partners (e.g., Genetec, Milestone, Arcules) to support joint opportunities.
- Engage with industry specific associations to strengthen vertical market presence.
- Leverage available resources, including grants and A&E relationships, to advance opportunities.
- Build and maintain a consistent, healthy pipeline of new opportunities.
- Support and drive attendance for open house and customer engagement events.
Education & Experiences- Bachelor's degree in Business Administration, Security Management, or a related field preferred. A minimum of 8 years of relevant industry experience may be considered in lieu of a degree.
- Proven experience in business development, sales, or a relevant role.
- Experience in the security industry is a plus.
- Understanding and experience selling into Arenas, State and Local government, City-Wide Surveillance, and Utilities would be ideal.
- Proven track record of exceeding sales quotas and generating new business opportunities.
Competencies, Skills & Knowledge- Have a good understanding of the security and surveillance industry.
- Ability to work effectively with internal stakeholders, including sales teams, sales engineers, and operations.
- Strong verbal and written communication skills for reporting, presentations, and internal/external interactions.
- Strong initiative and problem-solving skills to proactively identify opportunities and problem-solving.
- Taking ownership of assigned accounts, revenue generation, opportunity creation, and specification influence.
- Good time management and organization skills to manage time effectively, prioritize tasks, and adhere to deadlines, especially regarding reporting and outreach.
- Ability to adapt to different vertical markets, client needs, and internal processes.
- Focus on achieving goals, meeting KPIs, and demonstrating accountability for outcomes.
- Proficient with Microsoft Office Suites and CRM tools, e.g., Salesforce.
