Business Development Manager – Public Safety & Local Govt.

Superior Access Solutions, Inc. (SAS) is a communications systems integrator and equipment reseller providing networking, video, wireless, fiber, security, and related technology solutions, supported by engineering, integration, installation, and customer support. SAS is seeking a Business Development Manager to win new business with police departments, sheriff's offices, fire and EMS agencies, emergency management organizations, and municipal and county governments. This individual contributor reports to the Director of Sales, carries a new business quota, and owns the sales cycle from outbound prospecting through close. You will build and grow your own book of accounts.

Direct sales experience in this market is essential. SAS products and solutions include:

• Emergency connectivity: portable LTE systems and rentals, private LTE and CBRS networks, secure cellular modems, microwave links, and network recovery solutions for disaster response.
• Situational awareness: IP and low-light cameras, video management and streaming, AI video analysis, multiviewers, video walls, and integrated control rooms and emergency operations centers.
• Infrastructure and services: digital distributed antenna systems, SCADA radios, networking, copper and fiber cable certification, cybersecurity services, and system integration.
• Broader vendor portfolio: drones, Vortex optics, and other partner equipment and technology. Match offerings to customer needs and confirm technical fit and availability with SAS and its vendors.

Essential responsibilities:

• New business development:
• Build and execute a prospecting plan for the assigned market. Generate opportunities through outbound calls, email, agency visits, referrals, vendor relationships, and public safety events.
• Own an individual new business quota. Prioritize new customer acquisition, build a qualified pipeline, and advance opportunities from discovery and demonstration through negotiation and purchase order.
• Identify agency priorities, operational gaps, funding sources, buying timelines, competitors, and next steps. Pursue opportunities where SAS can deliver clear operational value.
• Performance expectations:

Success is measured primarily by attainment of the assigned new business quota and new customer wins, supported by qualified self-generated pipeline, opportunity progression, forecast accuracy, and retention and growth of acquired accounts. The Director of Sales will establish specific targets and priorities.

Essential responsibilities continued:

• Buyer relationships and solution selling
• Develop relationships with police chiefs, sheriffs, fire and EMS leaders, emergency managers, communications and IT staff, procurement teams, and municipal administrators. Identify users, technical evaluators, budget owners, and approval authorities for each opportunity. 
• Lead discovery around incident response, field connectivity, command centers, video visibility, and infrastructure resilience. Translate needs into a practical solution with SAS engineers and vendor specialists.
• Organize customer meetings, site visits, demonstrations, and evaluations with agreed success criteria and follow-up plans. Explain operational benefits, integration requirements, implementation scope, and lifecycle costs in language each buyer understands.
• Develop complete hardware, software, rental, integration, and service opportunities where appropriate. Coordinate vendor pricing, technical input, and deal registration; prepare accurate quotes and proposals within SAS approval guidelines'.

Public sector sales cycles and procurement:

• Plan pursuits around agency budgets, capital plans, replacement cycles, grant funding, committee reviews, and council or board approvals. Engage early in needs planning and maintain momentum through extended purchasing cycles.
• Monitor relevant agency bid portals and purchasing notices. Review requests for information, quotations, and proposals; coordinate bid decisions, technical responses, pricing, amendments, and timely submissions with the Director of Sales.
• Identify the appropriate purchasing route, including competitive bids and eligible cooperative or existing contracts. Confirm agency eligibility and SAS or partner access before proposing a route; follow solicitation communication rules and escalate terms or compliance questions.

Account ownership and sales execution:

• Remain the commercial point of contact for accounts you win. Develop account plans, maintain regular contact, identify additional departments and use cases, and pursue repeat purchases, upgrades, services, and applicable renewals.
• Coordinate a complete handoff to SAS engineering and operations with the approved scope, customer purchase order, milestones, and commitments. Track customer concerns through resolution and keep customers informed about delivery and implementation. 
• Keep CRM contacts, opportunity stages, quote versions, next actions, funding status, and close dates current. Review pipeline, forecasts, wins, losses, and barriers with the Director of Sales; manage multiple complex pursuits without missing deadlines.

Other responsibilities:

• Participate in vendor training, public safety associations, conferences, and customer events.
• Share market feedback and competitive insights to help SAS refine its solutions, outreach, and priorities.
• Coordinate with internal teams so account service supports continued new business development.

Skills/Qualifications:

To perform the job successfully, an individual should demonstrate the following competencies:

• Proactive prospecting, consultative discovery, presentation, negotiation, and closing skills; confidence initiating relationships and asking for the business.
• Practical understanding of public safety buyer roles, municipal decision making, budget and grant cycles, competitive solicitations, and cooperative purchasing.
• Ability to explain technical products and integrated solutions, ask useful discovery questions, and involve engineering specialists at the right stage.
• Strong organization and follow-through across long sales cycles, multiple stakeholders, quotes, and concurrent projects. Accurate pipeline management and realistic forecasting.
• Proficiency with CRM tools, Excel, Word, Outlook, and virtual presentations; ability to learn SAS quoting and order systems.

Education/Experience:

• Required experience:
• At least three years of sales or business development experience, including direct selling to public safety agencies, emergency management organizations, first responders, or local government buyers.·        
• Demonstrated success carrying a sales quota, generating your own pipeline, winning new customers, and closing opportunities through a public sector purchasing process.      
• Experience managing customer relationships after the initial sale and coordinating technical, vendor, and internal resources on complex opportunities.

Preferred qualifications:

• Experience with a technology reseller, systems integrator, or public safety equipment provider; familiarity with wireless networks, video systems, emergency communications, drones, or related equipment.       
• Established relationships in the target market and experience with agency demonstrations, bid responses, grant-funded purchases, and cooperative contracts.       
•  Relevant business or technical education, or equivalent professional experience. Public safety, emergency management, or military service is valuable when combined with demonstrated sales success.

Working conditions:

• The standard office schedule is Monday through Friday, 9:00 a.m. to 5:00 p.m. Central Time, at SAS headquarters in Lakeville, Minnesota. Remote or hybrid arrangements may be considered for the right candidate, as agreed with the Director of Sales.·        
• Travel is required as needed for agency meetings, site visits, demonstrations, training, and events.
• Customer schedules and bid deadlines may occasionally require work outside normal hours.
• Follow applicable customer site access and safety requirements.·        
• General office/lab setting—few hazardous chemicals.    
• Able to lift 50 lbs.
• Travel (50%) typically during active project installations.      
• Sitting (80%) of a typical day at meetings and at desk.        
• Keyboarding and using mouse (90%).        
• Walk around workplace between meetings (5%).
• Occasional stooping and reaching (5%).        
• In office work required, core office hours are 9am-5pm; Monday-Friday.

SAS considers qualified applicants without regard to any status protected by applicable law. Reasonable accommodations are available for qualified individuals to perform the essential functions of the role.

This description summarizes the role and is not an exhaustive list of duties. Responsibilities may change with business needs. It does not constitute an employment contract or alter the at-will employment relationship.