NG-911 Business Development Manager - Southern Region

WHO WE ARE

Michael Baker International is a global leader in Engineering, Architecture and Consulting services dedicated to developing and implementing innovative solutions to the world’s infrastructure, environmental challenges, and governmental.

Supported by more than 6,000 employees in 90 offices worldwide, we provide a full continuum of life-cycle engineering consulting, specialized global construction, base operations, Green Infrastructure, security management and intelligence solutions.

TECHNOLOGY PRACTICE - DATAMARK

Michael Baker International is a national leader in technology solutions supporting clients in local, state, and national government to solve complex problems with advanced technologies for the 21st century.

The DATAMARK practice consists of a skilled group of subject matter experts whose mission is to provide the necessary education, fact-finding, and solutions to solve complex problems in the public safety and enterprise GIS markets.

DATAMARK is the go-to authority on GIS data for public safety and enterprise GIS. Its data-forward, full-service but configurable solutions provide the highest levels of data completeness and accuracy.

The DATAMARK team has quickly grown to become the premier nationwide provider of SaaS solutions for public safety and enterprise GIS.

DESCRIPTION NG9-1-1 BUSINESS DEVELOPMENT MANAGER

Michael Baker International is seeking a qualified NG9-1-1 Business Development Manager to join Michael Baker’s DATAMARK team.

This is an opportunity to work within a dynamic and growing industry and with one of the leading NG9-1-1 GIS solutions and services firm.

We’ve built a sales team of people who desire being part of a dynamic unit delivering Public Safety solutions for local governments through innovative ideas and client advocacy.

NG9-1-1 GIS represents a growing market need across the US. Within the DATAMARK Team, a NG9-1-1 Business Development Manager is a vital link between our firm and our customers.

Acting as a client advocate and trusted advisor and supported by our expert technical team and world class software solutions, our Business Development Managers build client relationships, educate as GIS subject matter experts, and evaluate client needs both for short term improvement and long-term sustainability of their public safety GIS data and workflows.

Role Summary : Under the direction of the Business Development Director, responsible for developing client leads and building relationships related to NG9-1-1 and GIS.

Collaborate with technical data team members performing client briefings, presentations, analyses, and other forms of communication with clients.

Support project and customer success managers in executing and / or reviewing data deliverables. Day to day problem solving with both clients and internal program staff on NG9-1-1 GIS project deliverables.

The role will develop and secure new customers and provide customer support in a defined geographic area. Responsible for basic understanding of the DATAMARK product suite including services and software value proposition and GIS data needs of NG9-1-1 systems.

Essential Functions :

• Develop, maintain, and grow client relationships for the purpose of acting as a client advocate, educator, and technical expert with the goal of executing services and software sales contracts
• Provide support regarding geospatial data and use of DATAMARK products as client advocate and subject matter expert
• Effectively communicate with clients regarding data needs, priorities and on support matters
• Demonstrate ability to participate effectively in meeting team services and software revenue goals
• Connect / cross market other discipline services
• Support other disciplines that have existing client relationships and leverages those relationships in search of growth opportunities
• Work with Technical Team to provide client deliverables to ensure on-time project execution
• Maintain a strong foundation of technical knowledge and develops knowledge of internal and external technical resources
• Remain highly visible in industry roles to maintain a high profile. Attend major conferences such as NENA, APCO, ESRI, NSGIC, and statewide and regional GIS groups as needed
• Identify potential business development opportunities that are professionally challenging; bring recognition to Michael Baker on a local and regional basis
• Provide exemplary leadership and serve as a role model for others
• Develop client leads and assist team project managers to prepare effective project proposals and contracts in cooperation with regional leads
• Assist clients identify funding and procurement options
• Ability to travel up to 50%

Competencies and Skills :

• Experience in public safety sales. Preference for knowledge of the operational workflows involved in 9-1-1, E9-1-1 and NG9-1-1 centers, the data required and Computer Aided Dispatch (CAD) systems
• Experience with Software-as-a-Service (SaaS) sales
• Ability to deliver an effective value proposition
• Outstanding written and oral communication skills
• Exceptional customer service orientation
• Ability to translate technical concepts into layman’s terms
• Ability to coordinate with project stakeholders
• Ability to multi-task

Experience Required :

• 3+ years of public safety or SaaS sales experience (GIS / Public Safety / AWS)
• 3+ years of experience navigating the sales process; prospecting, qualifying, proposal development and closing
• Strong analytical abilities, solid analytical and trouble-shooting skills with the ability to quickly identify and solve client issues
• Computer and software skills (Microsoft Office), and have experience using a customer record system (CRM).

Experience Preferred :

• 5+ years of public safety or SaaS sales experience (GIS / Public Safety / AWS)
• 5+ years of experience navigating the sales process; prospecting, qualifying, proposal development and closing
• Understanding of Public Safety software, preference for experience in SaaS solutions
• Preference for experience in understanding client needs related to addressing, GIS, 9-1-1 operations and the ability to deliver effective value proposition presentations that meet client needs yet are consistent with NG9-1-1 requirements
• Bachelor’s Degree in Business, Marketing, Geography / GIS, Public Safety, Public Safety Answering Points, Information Management, Computer Science, or relevant field
• GISP certification
• ENP certification
• Experience with relational databases and Esri ArcGIS extensions is also desired
• Experience with ArcGIS Online is a strong plus.

LOCATION : REMOTE, with strong preference for someone located in the Southern US (preferably Florida, Georgia, or North Carolina).

COMPENSATION

The salary range for this position is $107,000 to $161,000, depending on the experience of the incoming candidate.

MICHAEL BAKER INTERNATIONAL EEO STATEMENT

Michael Baker International is proud to be an Affirmative Action / Equal Opportunity Employer. Michael Baker International provides equal employment opportunity for all persons, in all facets of employment.

Michael Baker International maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks.

We encourage all qualified applicants to apply for any open position for which they feel they are qualified, and all will receive consideration for employment without regard to race, color, religion, age, gender, sexual orientation, gender identity, national origin, citizenship status, marital status, genetic information, disability, protected veteran status or any other legally protected status.

EEO is the Law. Applicants to and employees of Michael Baker International are protected under Federal law from discrimination.