Business Development Manager, Systems

Welcome to the world of land-based gaming. At Light & Wonder, it's all about the games, and our Gaming team builds cutting‑edge technology, products, and content for the most iconic casinos and operators across the globe.

The Mission:

The Business Development Manager will be a key member of the North American Systems commercial team. This is a true hunting role responsible for identifying, developing, and winning new revenue opportunities across an assigned territory. The role will focus on competitive conversions, new customer acquisition, product penetration, and the expansion of Light & Wonder's Systems hardware, software, services, and recurring‑revenue solutions.

The successful candidate will be highly visible in the market and spend significant time meeting customers in person, understanding their operational priorities, demonstrating differentiated value, and advancing complex opportunities from initial engagement through contract execution.

This role is designed for a commercially driven, resilient business‑development professional who enjoys opening doors, building executive relationships, creating opportunities where none previously existed, and competing to win.

The Business Development Manager is responsible for generating incremental Systems revenue by building and converting a qualified pipeline of new business opportunities.

The role will:

• Develop new customer relationships and expand Light & Wonder's access to decision‑makers and influencers.
• Identify competitive replacement opportunities and create strategies to displace incumbent providers.
• Increase penetration of priority Systems products and solutions.
• Create demand for integrated hardware, software, services, and recurring‑revenue offerings.
• Lead opportunities from prospecting and discovery through solution development, negotiation, and close.
• Represent the voice of the market to Product Management, Commercial Strategy, Client Services, and other internal partners.

• Build and maintain a territory strategy focused on new customers, competitive conversions, underpenetrated accounts, and priority market opportunities.
• Proactively identify and pursue prospects rather than relying primarily on inbound leads or established customer demand.
• Develop relationships with senior customer leaders, operational decision‑makers, technology stakeholders, and other key influencers.

• Develop a detailed understanding of each prospective customer's operating model, business priorities, technology environment, challenges, and decision criteria.
• Translate customer needs into an integrated Light & Wonder Systems value proposition.
• Conduct executive‑level presentations, discovery sessions, product demonstrations, workshops, and commercial discussions.

• Build and maintain a healthy pipeline sufficient to achieve assigned revenue and booking targets.
• Establish clear milestones and mutual action plans for complex sales opportunities.
• Provide accurate forecasts and communicate changes, risks, or barriers early.

• Develop an informed understanding of competitive products, commercial models, customer relationships, strengths, and vulnerabilities.
• Build competitive displacement strategies that address both the business case for change and the customer's implementation risk.
• Partner with internal teams to create effective migration, implementation, and adoption plans for customers moving from incumbent platforms.

• Partner with Product Management, Commercial Strategy, Sales Engineering, Client Services, Operations, Finance, Legal, and other…