Business Development Manager-Indoor Mapping

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 team of subject matter experts whose mission is to provide the education, fact-finding, and solutions needed to solve complex problems in the commercial, 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 completeness and accuracy. The DATAMARK team has quickly grown to become a premier nationwide provider of SaaS solutions for public safety and enterprise GIS. 

DESCRIPTION: INDOOR MAPPING BUSINESS DEVELOPMENT MANAGER 

Michael Baker International is seeking a Business Development Manager for our emerging Indoor Mapping vertical. This senior-level sales professional should be ready to lead the sales process in revolutionizing safety and innovation for all-hazard emergencies. We seek dynamic leaders with strong entrepreneurial skills and people-centered relationship management capabilities to join our team and drive the future of Indoor Mapping solutions. 

This is a cross-sector, cross-functional initiative that would bring cutting-edge location intelligence, including indoor mapping data conversion and collection, VSLAM pipeline technology, 360 imagery capture, and digital twin/BIM transformation, to critical infrastructure, educational facilities, commercial enterprises, and public safety organizations. This will empower them to transform safety protocols and enhance emergency response strategies. A successful Business Development Manager will spearhead efforts to identify, qualify, and develop leads into qualified sales across a broad region, leveraging the full DATAMARK® product suite and cross-functional capabilities. 

If you're passionate about being part of cutting-edge initiatives, have a strong entrepreneurial drive, are a self-starter, and thrive in a dynamic, forward-thinking environment, we invite you to apply and be part of this groundbreaking journey. 

JOB SUMMARY 

Under the direction of the Vice President, Indoor Mapping, responsible for developing client leads and building relationships related to Indoor Mapping, VSLAM technology, 360 imagery, digital twin, BIM, and GIS solutions across commercial, infrastructure, and public safety sectors. Serve as a people-centered relationship manager and trusted advisor to clients. 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 related to indoor mapping conversion and collection. Day-to-day problem-solving with both clients and internal program staff on indoor mapping projects and NG9-1-1 GIS requirements. The role will develop and secure new customers and provide customer support in a defined geographic area. Responsible for a comprehensive understanding of the DATAMARK® product suite, including services and software value proposition, indoor mapping capabilities, and GIS data needs of NG9-1-1 systems, with the ability to cross-market and leverage cross-functional solutions. 

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, indoor mapping solutions, and use of DATAMARK® products as client advocate and subject matter expert 

• Effectively communicate with clients regarding indoor mapping data needs, conversion/collection requirements, VSLAM pipeline capabilities, 360 imagery applications, digital twin/BIM integration, NG9-1-1 compliance, and support matters 

• Demonstrate ability to participate effectively in meeting team services and software revenue goals 

• Connect/cross-market other discipline services and leverage the full DATAMARK® product suite for integrated solutions 

• Support other disciplines that have existing client relationships and leverage those relationships in search of growth opportunities for indoor mapping and emerging technology solutions 

• Work with the Technical Team to provide client deliverables to ensure on-time project execution 

• Maintain a strong foundation of technical knowledge in indoor mapping technologies, VSLAM, 360 imagery, photogrammetry, digital twin, and BIM; develop 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; demonstrate a strong entrepreneurial mindset and a self-starter mentality 

• Develop client leads and assist team project managers to prepare effective project proposals and contracts in cooperation with regional leads 

• Assist clients in identifying funding and procurement options for indoor mapping and digital transformation initiatives

• Ability to travel up to 50% 

Competencies and Skills: 

• Strong industry experience in Indoor Mapping, technical and public safety sales, enterprise GIS, and/or SaaS solutions 

• Experience with Software-as-a-Service (SaaS) sales models and cloud-based technology solutions 

• Demonstrated ability to deliver compelling value propositions aligned with client business outcomes and NG9-1-1 compliance requirements 

• Outstanding written and oral communication skills with the ability to engage C-suite executives, technical stakeholders, and multi-disciplinary teams 

• Exceptional customer service orientation and people-centered relationship management capabilities 

• Ability to translate complex technical concepts (indoor mapping, VSLAM, 360 imagery, photogrammetry, digital twin, BIM, geospatial data, NG9-1-1 systems) into layman's terms and compelling business language 

• Ability to coordinate effectively with cross-functional project stakeholders, technical teams, internal program staff, and clients 

• Strong entrepreneurial mindset and self-starter mentality with the ability to work independently and drive initiatives forward 

• Strategic thinking and problem-solving capabilities with the ability to identify and pursue growth opportunities 

• Ability to multitask and manage multiple client relationships and sales opportunities simultaneously in a fast-paced environment 

• Proficiency in CRM systems and sales pipeline management tools 

• Relationship management expertise with the ability to serve as a trusted advisor and client advocate

EXPERIENCE

• 5+ years of public safety, enterprise GIS, or SaaS sales experience (preference for combinations of these sectors, or related technology sales) 
• 5+ years of experience navigating the full sales process, prospecting, lead qualification, needs analysis, proposal development, contract negotiation, and closing 
• Strong understanding of public safety software and operations; preference for experience with SaaS-based solutions 

Demonstrated knowledge of client needs related to:

• GIS data management, indoor mapping data types, and applications
• 9-1-1 operations, NG9-1-1 compliance requirements, and emergency response workflows
• Critical infrastructure protection and public safety priorities
• Ability to deliver value proposition presentations that meet client needs while maintaining NG9-1-1 compliance standards 
• Proven track record of exceeding sales quotas and building long-term client partnerships in government, enterprise, or public sector markets 
• Bachelor's Degree in Business, Marketing, Geography/GIS, Public Safety, Public Safety Answering Points (PSAP), Information Management, Computer Science, or relevant field

 PREFERRED TECHNICAL SKILLS

• Experience with relational databases and geospatial data management
• Working knowledge of Esri ArcGIS (Desktop extensions and ArcGIS Online)
• Familiarity with indoor mapping data types, VSLAM technology, point cloud processing, or 360 imagery capture methodologies
• Understanding of digital twin platforms and BIM (Building Information Modeling) applications and workflows
• Experience with spatial data conversion and collection processes 
• Excellent written communication skills with the ability to prepare professional proposals, executive summaries, and technical documentation 
• Demonstrated success in managing complex, multi-stakeholder sales cycles in government/public sector or enterprise environments 

LOCATION 

REMOTE with a strong preference for candidates located in the Eastern US region. 

COMPENSATION 

The salary range for this position is $120,000 to $140,000, plus a competitive variable compensation plan. Salary is dependent on the experience level and qualifications of the incoming candidate.

BENEFITS

• Medical, dental, vision insurance
• 401k Retirement Plan
• Health Savings Account (HSA)
• Flexible Spending Account (FSA)
• Life, AD&D, short-term, and long-term disability
• Professional and personal development
• Generous paid time off
• Commuter and wellness benefits

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About UsMichael Baker International, a leading provider of engineering and consulting services, including design, planning, architectural, environmental, construction and program management, has been solving some of the world’s most complex infrastructure challenges for more than 85 years with a legacy of expertise, experience, innovation and integrity.

Based in Pittsburgh and with over 100 offices nationwide, we partner with clients on everything from roads, bridges, tunnels, mass transit, and airports, to water treatment plants, arctic oil pipelines, environmental restoration and specialized overseas construction. We serve as a trusted adviser to the communities we serve, making them safer, more accessible, more sustainable and more prosperous.

We provide visionary leadership in facilitating transformational change for our clients. Our work delivers differentiating innovations and dedicated experts who challenge the status quo and share a world of diverse experience and an impassioned entrepreneurial spirit. We deliver quality of life.

We Make a Difference.