Business Development Representative

Title: Business Development Representative

Reports To: Director of Federal Field Sales  

Location: North Sioux City, SD or other Sterling Offices, United States 

Job Description: The Business Development Representative will work closely with customers to develop, maintain, and expand sales relationships within an assigned territory or Federal Government account. This role owns the front end of the federal capture lifecycle — identifying, qualifying, and cultivating large-scale program opportunities, primarily through system integrators and federal agencies.

The Business Development Representative is responsible for several tasks within the sales cycle including account planning, identifying sales opportunities, communicating with customers regularly via phone and email, preparing quotations and proposal responses, and closing deals. The Business Development Representative is also responsible for developing and maintaining relationships with account representatives of strategic partners and manufacturers.

Required Technical Skills: The Business Development Representative should be proficient in Microsoft Excel, Word, Outlook, and Adobe Acrobat Professional. Experience using Salesforce—or similar CRM—is desired. General computer proficiency is required.

Required Education/Experience: The Business Development Representative should have a minimum of 2 years of experience in sales and prior experience with telephone sales is desired. A high school diploma or equivalent is required and post-secondary education in business, marketing, or a related field is preferred.

Requirements:

• Able to communicate, coordinate, and work effectively with coworkers.
• Possess a strong work ethic and team player mentality.
• Able to work independently, demonstrate strong initiative, and set and achieve personal and team goals.
• Strong verbal and written communication skills. Able to articulate product solutions to customers.
• Capable of working in a high-paced, demanding sales environment.
• Customer service-oriented mentality. Willing to go the extra mile to satisfy a customer.
• Able to accurately and efficiently document customer information and sales activity.
• Strong analytical and problem-solving skills.
• Basic, general knowledge of IT products.

Primary Responsibilities:

• Research, identify, and qualify large-scale federal programs aligned to corporate goals (DoD, Civilian, Intel, etc.).
• Develop and maintain relationships with key Systems Integrators (SIs), primes, and federal program offices.
• Conduct early-stage opportunity shaping — engage before RFPs, influencing requirements where possible.
• Facilitate internal intel sharing and handoffs to capture/sales once an opportunity is ready for pursuit.
• Work with OEM partners to align solution areas and teaming strategies.
• Maintain regular reporting on BD pipeline health, opportunity stage, and relationship mapping.
• Meet weekly, monthly, and quarterly sales goals and sales activity requirements as assigned by the Director of Sales.
• Identify and capture new leads via phone and email, including customer/opportunity cultivation.
• Communicate with customers regularly to identify sales opportunities and potential competition, document key customer requirements and customer decision makers.
• Maintain an accurate sales pipeline and an actionable 6-month sales forecast.
• Develop and maintain relationships with strategic partners and manufacturer account representatives. Coordinate with appropriate strategic partners on emerging customer requirements, concerns, and opportunities.
• Maintain detailed records of sales activity in Salesforce.
• Perform other duties as assigned by senior level account managers or Director of Sales

Sterling Computers Corporation (“Sterling”) is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to age, race, color, creed, religion, disability, medical condition, economic status or status with regard to public assistance, citizenship status, national or social or ethnic origin, past or present membership in the uniformed services, protected veteran status, sex, pregnancy, marital or civil union or domestic partnership status, family or parental status, sexual orientation, gender expression or identity, family medical history or genetic information, HIV status, political belief, or any other status or characteristic protected by applicable law.