Business Development Manager

The Business Development Manager is a relationship-focused individual contributor in the Revenue department who grows house revenue by building new customer relationships and creating qualified pipeline for Level 3. Reporting to the Director of Sales, this position supports Level 3’s five-year growth plan through Local Market Development, Enterprise Account Development, and Partnership Development.

The role owns the front end of the revenue engine: identifying target accounts, building relationships with key influencers, qualifying opportunities, and handing sales-ready opportunities to the appropriate Account Executive or local sales representative. It also supports selected events, conferences, and tours, and maintains the research, CRM, and reporting that keep this work visible. This position has no direct reports.

Core Duties and Additional Responsibilities

Core Duties

Enterprise Account Development

Open new multi-site enterprise relationships that can grow into repeat, program-based work and meaningful house revenue. This work is separate from local and one-off project development.

• Build Level 3’s own target list of multi-site enterprises where the company can win more than one project and expand across locations.

• Develop U.S. relationships within Online Instruments’ global clients that have U.S. operations Level 3 does not currently serve.

• Create and maintain strategic account maps for priority enterprise targets, covering U.S. locations, decision-makers, buying structures, facilities and real estate plans, current relationships, and potential openings.

• Hold joint account-mapping sessions with Online Instruments to capture global relationship intelligence and identify opportunities for U.S. introductions and expansion, and maintain a current U.S. location map for priority Online Instruments accounts.

• Request warm introductions from Online Instruments at specific U.S. sites and conduct targeted outreach to independently selected enterprise targets.

• Find and qualify the first opportunity within each target enterprise account.

Local Market Development

• Partner with local sales representatives to establish and grow Level 3 in active office markets, including Phoenix and Boise and future markets as offices open, beginning with winning the first customer accounts.

• Build relationships with general contractors, architects, construction managers, commercial real estate brokers, owners, developers, owners’ representatives, property managers, consultants, and other project influencers.

• Develop a business-development plan for each market based on the customers, industries, partners, associations, and networks most relevant to that region.

• Research and prioritize relevant companies, developments, capital programs, relocations, renovations, and construction activity in each market.

• Participate in local associations and networking organizations that provide access to decision-makers, projects, and early-stage opportunities.

Partnership Development

• Identify and build partnerships that bring Level 3 shared opportunities or new ways to reach customers.

• Develop strategic relationships with manufacturing, technology, referral, channel, industry, and delivery partners aligned with Level 3’s growth strategy.

• Conduct account mapping with selected manufacturing partners to identify shared customers, target accounts, relationship paths, introductions, and whitespace.

• Define the value proposition, relationship plan, communication cadence, and next actions for each priority partnership.

• Cultivate broader partner ecosystems, such as PSNI Global Alliance, that may produce referrals or shared-account pursuits, coordinating with the Level 3 leaders who own the primary PSNI relationship.

• Record partner involvement and ensure partner credit is captured on every applicable opportunity.

Additional Responsibilities

Events, Conferences & Tours

• Support the planning, coordination, execution, and follow-up of selected events, conferences, customer experiences, and tours.

• Define the business objective, target audience, desired relationships, internal participation, and follow-up plan for each supported activity.

• Support customer, partner, architect, and industry tours and hosted experiences at Level 3 headquarters and other company locations.

Research, CRM & Reporting

• Maintain prioritized target-account lists by local market and enterprise segment, along with current account maps, relationship intelligence, and next actions for priority enterprise accounts.

• Document target accounts, contacts, partner relationships, activities, introductions, opportunities, event follow-up, and sales handoffs in the company CRM.

• Keep pipeline stages, expected values, timing, source attribution (including Online Instruments), partner credit, and handoff notes accurate.

• Give the Director of Sales clear visibility into activity, relationship development, pipeline creation, enterprise-account progress, partner progress, event outcomes, and barriers that need leadership support.

• Use CRM data and reporting to prioritize effort, evaluate conversion, and improve business-development effectiveness.

Pipeline Development & Opportunity Handoff

• Own the creation of net-new customer relationships and qualified pipeline across local market, enterprise, and partnership activities.

• Research, develop, and qualify opportunities before requesting assignment to an Account Executive or local sales representative.

• Review incoming net-new pipeline with the Director of Sales to determine qualification, prioritization, and assignment.

• Transfer qualified opportunities to the assigned sales owner for discovery, solution development, proposal, negotiation, and close.

• Stay involved after handoff when relationship, account, or partner context can strengthen the pursuit or support expansion to additional locations.

• Retain ownership of long-term strategic partner and referral relationships after individual opportunities transfer.

Cross-Functional Collaboration

• Work with the Director of Sales on business-development strategy, target prioritization, pipeline qualification, and opportunity assignment.

• Collaborate with Account Executives to ensure clean handoffs, including relationship, partner, and account intelligence.

• Engage the Solutions Architects Manager and technical resources when early discovery, demonstrations, tours, or solution strategy will strengthen an opportunity.

• Partner with the Sales Operations Manager on CRM discipline, source attribution, reporting accuracy, and consistent business-development processes.

• Coordinate with Marketing on campaigns, events, conferences, hosted experiences, thought leadership, and account-based outreach.

• Work as a peer to the Sales Operations Manager, Solutions Architects Manager, and Sales Manager.

Performance & Success Measures

Success in this role is measured in the areas below. Specific numerical targets are maintained in the Business Development Charter scorecard and reviewed with the Director of Sales.

Activity

• First meetings held with decision-makers

• Target accounts researched and prioritized by market

• Introductions made through Online Instruments and other partners

• Events, conferences, and tours completed with documented follow-up

Relationships

• Enterprise accounts advanced from mapped target to active relationship

• Online Instruments accounts with a confirmed U.S. site contact

Pipeline

• Qualified opportunities accepted by Account Executives or local sales representatives, by count and pipeline dollars

• Pipeline sourced by the Business Development Manager, segmented by Local Market Development, Enterprise Account Development, and Partnerships, with Online Instruments shown as a distinct source within Enterprise Account Development

Results

• Growth in house pipeline

• Growth in Online Instruments account pipeline

• Net-new house accounts

• Increased HQ tour traffic

Discipline

• CRM completeness and timeliness

• Accurate opportunity-source attribution

• Partner credit recorded on every applicable opportunity

• Consistent execution of agreed 30-, 60-, and 90-day priorities and annual business-development objectives

The duties and responsibilities described are not a comprehensive list. Additional tasks may be assigned from time to time, and the scope of the job may change as business demands require.

Qualifications

• Strong account-research, stakeholder-mapping, prospecting, networking, partnership-development, and opportunity-qualification skills.

• Excellent written and verbal communication skills, including executive outreach, relationship development, meeting facilitation, and presentations.

• Sound business judgment, with the ability to distinguish early-stage interest from a qualified opportunity.

• Proficiency with CRM and common business applications, including NetSuite, LinkedIn, PowerPoint, Excel, Word, and Teams, and strong internet research skills.

• Excellent time management, follow-through, organization, documentation, and prioritization skills.

• Ability to work independently while coordinating with local sales representatives, Account Executives, Sales Leadership, Solutions Architects, Sales Operations, Marketing, partners, and global counterparts.

Experience Required

• 5+ years of experience in business development, enterprise account development, strategic sales, channel or partner development, commercial real estate, construction, technology, or a related field.

• Proven ability to build new customer relationships, create access to decision-makers, and convert market and account intelligence into qualified pipeline and new house revenue.

• Experience developing local markets in partnership with local sales representatives and relationship networks (strongly preferred).

• Experience with multi-site enterprise accounts, organizational mapping, strategic account planning, multinational customers, or cross-regional account development (preferred).

• Experience building relationships with general contractors, architects, construction managers, brokers, owners, owners’ representatives, manufacturing partners, or other commercial-project influencers (preferred).

• Experience supporting events, conferences, customer experiences, tours, or professional associations (preferred).

Education and Certification Requirements

• Bachelor’s degree in business, marketing, construction management, or a related field preferred; equivalent combination of education and experience considered.

• No professional certification required.

Working Conditions and Physical Requirements

• The physical demands of this position are those necessary to meet the responsibilities and essential functions of the role. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform essential functions.

• Ability to travel within active office markets and to other markets for customer, partner, association, event, conference, and business-development activities as business needs require.

• Ability to participate in early-morning or evening networking and event activities, and to coordinate periodically across multiple time zones.

• Ability to support hosted experiences and tours at Level 3 headquarters and other company locations.

• Conduct oneself on customer and partner property with the utmost professionalism and awareness of the sensitive nature of that work environment.

• Positive and effective interaction with internal and external customers, partners, and global counterparts.

Level 3 Audiovisual is an Equal Employment Opportunity Employer. We do not discriminate on the basis of race, color, national origin, religion, sex, sexual orientation, gender, gender identity, pregnancy, disability, military or veteran status