Business Development Manager

Why Work for i-PRO

i-PRO became independent from Panasonic in October 2019. We strive to capture moments of underlying truth to better support the decisions of those professionals who protect and save lives, providing a safer and more peaceful world. Every day, we work hard to deliver new value to society, and we are working together to solve our customers' problems. Our employees describe our culture as that of an entrepreneurial mature start up, family oriented, and value-driven organization where people get to grow professionally along with the company. We look for people who are BOLD, TRUSTED, FLEXIBLE, have a high sense of urgency for results, and hold themselves to a high level of accountability. If this sounds like you, i-PRO is for you!

Why You Would Love This Job

• You will be joining our Mission Critical Business Development team that will play a key role in our Go to Market strategy.
• Be the engine behind a rapidly growing organization in the electronic physical security industry and help shape the future of i-PRO Americas.
• A team culture based on trust, collaboration, and ongoing development where we work hard and have fun doing it.
• Best in class product made in our factories in Japan and delivers incredible value to our customers.
• Competitive compensation package that includes medical and dental insurance, 401 (k) plan, and other employee benefits.

Purpose of the Job

The Business Development Manager (BDM) is responsible for driving top-of-funnel opportunity creation and specification influence across key verticals within their assigned region. BDMs operate strategically to uncover net new end-user opportunities, influence security consultants and A&Es, and support i-PRO's Mission Critical growth strategy.

This is a strategic, field-facing role that emphasizes long-term account development, vertical market expertise, and strong collaboration with internal stakeholders. BDMs do not own the integrator channel or carry a reseller revenue quota, but they are directly accountable for Closed Revenue from Named Accounts, net new opportunity generation, and specification influence.

Key Responsibilities

Strategic Opportunity Development

• Identify and pursue a substantial number of new business opportunities with a focus on high-value clients.
• All opportunities must be documented in Salesforce (SFDC), tied to a named end-user, and validated with clear needs, project timing, and influence path.
• Engage strategic accounts across verticals such as Public Venues, Cities, Utilities, Data Centers, Healthcare, Transportation, and more.

Closed Revenue from Named Accounts

• Achieve and exceed assigned sales targets in closed revenue per fiscal year from assigned accounts.
• Revenue will come from key existing accounts assigned to the BDM /or named prospect end-user accounts that are reviewed and updated quarterly.
• Closed revenue progress is reviewed weekly in meetings and reporting and measured quarterly for commission and performance alignment.

Consultant Engagement & Influence

• Own a list of assigned mission-critical-focused consultants within the designated region.
• Schedule and complete consultant-specific engagements to build trust and drive i-PRO specification.
• Partner with the A&E Development Manager to avoid overlap with education-focused consultants.
• All consultant activity must be tracked in SFDC and included in regular reporting.

Wedge Strategy & Vertical Execution

• Apply a wedge-based approach to build relationships within large or complex organizations, starting with a single project or department.
• Customize strategies for each vertical based on buyer behavior, pain points, and solution alignment.
• Leverage i-PRO's strengths including open platform flexibility, AI at the edge, and industry-leading reliability and durability.

Sales & Channel Collaboration

• Coordinate with Regional Sales Managers (RSMs) and Account Managers to align on active opportunities and project handoffs.
• While BDMs do not own integrator relationships, collaboration is expected to align influence with fulfillment.
• Conduct most demos independently. Engage Sales Engineers only for final or technically complex demonstrations.

Proof of Concept (PoC) Management

• Drive execution of company-requested PoCs per quarter:
  • 30-day duration with 3 cameras and mounting hardware for each PoC
  • Initiated internally (not by customers)
  • Tracked and supported through the internal PoC management system
  • Requires Infosec review when deploying on customer networks
• Work closely with SEs, AMs, and operations for coordination, tracking, and return compliance.

Strategic Field Travel

• Field travel should be opportunity-driven, not for general coverage.
• Travel plans must be reviewed and approved by the Director prior to scheduling.
• BDMs are expected to balance in-person engagement with remote execution for efficiency and scale.

Research & Outreach Execution

• Use tools like LinkedIn Sales Navigator, Seamless.AI, SVSG, regional business journals, and vertical-specific sources for account research.
• Execute structured outreach using Salesloft, following defined cadence steps: LinkedIn connect Intro email Call Follow-up Meeting request.
• Maintain high activity levels with a clear focus on relevance and personalization.

Internal Reporting & Communication

• Submit a Weekly Progress Report by Friday COB including meetings held (in-person vs. virtual), pipeline movement (new adds, status updates), consultant activity and touchpoints, PoC status, and travel recap and upcoming priorities.
• Actively participate in bi-weekly BDM team calls, bi-weekly 1-on-1s with the Director, and bi-weekly regional team calls.

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.