Business Development Manager

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3 days ago Requisition

Salary Range: $95,000.00 To $ Annually

The Business Development Manager for SLED is the strategic owner of RS21's New Mexico SLED (State, Local, Education) market expansion and revenue growth. This role is designed for a business development professional with strong government procurement expertise, real-world experience closing complex multi-stakeholder government deals, and the entrepreneurial drive to build a market presence from the ground up.

The primary mission is detecting market opportunities across New Mexico's state agencies, local governments, education systems, and public utilities and surfacing actionable approaches to close them. The SLED domain requires deep understanding of government procurement processes (RFPs, sole-source opportunities, state purchasing vehicles), budget cycles, compliance requirements, and the ability to translate RS21's data and analytics capabilities into business value for government buyers.

This role owns the full sales cycle from qualification through proposal, negotiation, and close.

The BD Manager works in daily collaboration with the Principal Software Systems Architect and Client Solutions Manager, who surface expansion opportunities from delivery-team visibility into active accounts. Together they define strategic account growth roadmaps, identify new SLED opportunities, and drive them through to signed work with rigor and ownership. They serve as the primary point of contact for RS21's existing New Mexico state and local government accounts, own renewals, amendments, scope expansions, and overall account health.

• Own the strategic focus on New Mexico SLED opportunity detection and capture, including net-new business across state agencies, counties, municipalities, public utilities, school districts, and health systems.
• Build and maintain a robust, qualified pipeline of SLED opportunities. Qualify against RS21's ideal customer profile, assess data maturity, budget, strategic fit, and decision-making timeline.
• Lead complex, multi-stakeholder government sales processes. Understand and navigate RFPs, RFIs, sole-source opportunities, state purchasing vehicles, approval cycles, budget constraints, and compliance requirements. Translate client needs into clear RS21 solutions.
• Own the full sales cycle end-to-end, from opportunity qualification through proposal development, pricing, negotiation, contracting, and closure. Document assumptions, deal structure, pricing rationale, and performance expectations in a form that supports business audit and review.
• Work directly with Principal Software Systems Architect and Client Solutions Manager to define the technical approach and solution design that supports SLED clients' decision-making and data readiness goals.

• Serve as the primary strategic relationship owner for RS21's existing New Mexico state and local government accounts, with accountability for account health, retention, and revenue growth.
• Identify and drive land-and-expand motions within existing accounts. Surface expansion opportunities from Client Solutions Manager and delivery-team visibility into active engagements. Scope new projects, build proposals, negotiate terms, and drive closure with Principals.
• Lead account renewals and amendments proactively. Anticipate evolving client needs and proactively propose analytical approaches, capability investments, or scope expansions that deepen partnership and drive revenue.
• Maintain accurate account and opportunity tracking, forecast accuracy, and reporting. Document account strategy, growth plans, and assumptions in a form that supports business review and decision-making.

• Become the resident expert on New Mexico SLED market dynamics, including key players, decision-makers, budget cycles, procurement trends, competitive landscape, and emerging opportunities.
• Build and maintain relationships with government decision-makers across state, local, and education sectors. Represent RS21 at industry conferences, community forums, government agency events, and advisory councils.
• Monitor and track state and local government RFPs and procurement opportunities across all agencies and municipalities. Contribute to…