Job description

Gaming: Welcome to the world of land-based gaming. At Light & Wonder, it’s all about the games, and our Gaming team builds cutting-edge technology, products, and content for the most iconic casinos and operators across the globe. Position Summary The Mission: The Business Development Manager will be a key member of the North American Systems commercial team. This is a true hunting role responsible for identifying, developing, and winning new revenue opportunities across an assigned territory. The role will focus on competitive conversions, new customer acquisition, product penetration, and the expansion of Light & Wonder’s Systems hardware, software, services, and recurring-revenue solutions. The successful candidate will be highly visible in the market and spend significant time meeting customers in person, understanding their operational priorities, demonstrating differentiated value, and advancing complex opportunities from initial engagement through contract execution. This role is designed for a commercially driven, resilient business-development professional who enjoys opening doors, building executive relationships, creating opportunities where none previously existed, and competing to win. Job Summary: The Business Development Manager is responsible for generating incremental Systems revenue by building and converting a qualified pipeline of new business opportunities. Outcomes: The role will: Develop new customer relationships and expand Light & Wonder’s access to decision-makers and influencers. Identify competitive replacement opportunities and create strategies to displace incumbent providers. Increase penetration of priority Systems products and solutions. Create demand for integrated hardware, software, services, and recurring-revenue offerings. Lead opportunities from prospecting and discovery through solution development, negotiation, and close. Represent the voice of the market to Product Management, Commercial Strategy, Client Services, and other internal partners. Essential Job Functions: New Business Development Build and maintain a territory strategy focused on new customers, competitive conversions, underpenetrated accounts, and priority market opportunities. Proactively identify and pursue prospects rather than relying primarily on inbound leads or established customer demand. Develop relationships with senior customer leaders, operational decision-makers, technology stakeholders, and other key influencers. Consultative and Value-Based Selling Develop a detailed understanding of each prospective customer’s operating model, business priorities, technology environment, challenges, and decision criteria. Translate customer needs into an integrated Light & Wonder Systems value proposition. Conduct executive-level presentations, discovery sessions, product demonstrations, workshops, and commercial discussions. Pipeline Creation and Opportunity Management Build and maintain a healthy pipeline sufficient to achieve assigned revenue and booking targets. Establish clear milestones and mutual action plans for complex sales opportunities. Provide accurate forecasts and communicate changes, risks, or barriers early. Competitive Conversion Develop an informed understanding of competitive products, commercial models, customer relationships, strengths, and vulnerabilities. Build competitive displacement strategies that address both the business case for change and the customer’s implementation risk. Partner with internal teams to create effective migration, implementation, and adoption plans for customers moving from incumbent platforms. Cross-Functional Commercial Leadership Partner with Product Management, Commercial Strategy, Sales Engineering, Client Services, Operations, Finance, Legal, and other stakeholders to develop customer solutions. Bring customer and market insight into product-roadmap and portfolio discussions. Coordinate internal resources around priority pursuits and establish clear ownership of deliverables. Territory and Market Development Monitor relevant market developments, competitor activity, customer investments, and regulatory or technology trends. Develop and maintain a structured territory plan that identifies priority accounts, whitespace opportunities, relationship gaps, and revenue potential. Participate in industry conferences, customer events, demonstrations, and networking opportunities. Commercial Governance Develop commercially sound opportunities that balance growth, customer value, delivery risk, and profitability. Operate with high integrity in a regulated gaming environment. Qualifications Bachelor’s degree in business, marketing, technology, hospitality, gaming, or a related discipline, or equivalent professional experience. Significant experience in enterprise business development, complex solution sales, or new-logo acquisition. Demonstrated success originating and closing opportunities rather than primarily servicing an established account base. Experience managing long, complex sales cycles involving multiple customer and internal stakeholders. Ability to establish credibility with senior executives, operational leaders, technology stakeholders, procurement teams, and other decision-makers. Strong commercial judgment, negotiation capability, and financial acumen. Experience developing account strategies, opportunity plans, business cases, and executive presentations. Ability to communicate the value of a portfolio that may include hardware, software, services, subscriptions, and recurring-revenue solutions. Strong pipeline-management and forecasting discipline. Willingness and ability to travel extensively throughout North America, frequently and with limited notice when required. Ability to operate independently in a field-based environment while remaining closely connected to a cross-functional organization. Valid driver’s license and ability to satisfy applicable customer-site and gaming-licensing requirements. Preferred Qualifications Experience in casino systems, gaming technology, hospitality technology, enterprise software, payments, loyalty, analytics, or another complex regulated technology sector. Existing relationships with casino operators, tribal gaming organizations, commercial gaming operators, or related industry stakeholders. Experience selling technology platforms or solutions that are integrated into mission-critical customer operations. Track record of competitive displacement, greenfield sales, or significant product penetration. Familiarity with casino operations, player loyalty, bonusing, analytics, casino accounting, customer engagement, or systems integration. Experience selling a combination of capital products and recurring software or services. Understanding of SaaS, cloud-based delivery, subscription offerings, or technology modernization. Experience working effectively across product, engineering, services, finance, contracts, and executive leadership teams. Work Conditions: This is a field-oriented position requiring frequent and extensive travel, expected to be approximately 60% to 75% , depending on territory needs and customer activity. Candidates should evaluate the travel expectations carefully. This is not primarily a home-office selling position. Consistent in-person customer engagement is fundamental to success. Light & Wonder and its affiliates (collectively, L&W) are engaged in highly regulated gaming businesses. As a result, certain L&W employees may, among other things, be required to obtain a gaming or other license(s), undergo background investigations or security checks, or meet certain standards dictated by law, regulation or contracts. In order to ensure L&W complies with its regulatory and contractual commitments, as a condition to hiring and continuing to employ its employees, L&W requires all of its employees to meet those requirements that are necessary to fulfill their individual roles. As a prerequisite to employment with L&W (to the extent permitted by law), you shall be asked to consent to L&W conducting a due diligence/background investigation on you. This job description should not be interpreted as all-inclusive; it is intended to identify major responsibilities and requirements of the job. The employee in this position may be requested to perform other job-related tasks and responsibilities than those stated above. Light & Wonder is an Equal Opportunity Employer and does not discriminate against applicants due to race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. If you’d like more information about your equal employment opportunity rights as an applicant under the law , please click here for EEOC Poster .

Requirements

Must-haves

The Business Development Manager is responsible for generating incremental Systems revenue by building and converting a qualified pipeline of new business opportunities.
Develop new customer relationships and expand Light & Wonder’s access to decision-makers and influencers.
Identify competitive replacement opportunities and create strategies to displace incumbent providers.
Increase penetration of priority Systems products and solutions.
Create demand for integrated hardware, software, services, and recurring-revenue offerings.
Lead opportunities from prospecting and discovery through solution development, negotiation, and close.
Represent the voice of the market to Product Management, Commercial Strategy, Client Services, and other internal partners.
New Business Development Build and maintain a territory strategy focused on new customers, competitive conversions, underpenetrated accounts, and priority market opportunities.
Proactively identify and pursue prospects rather than relying primarily on inbound leads or established customer demand.
Develop relationships with senior customer leaders, operational decision-makers, technology stakeholders, and other key influencers.
Consultative and Value-Based Selling Develop a detailed understanding of each prospective customer’s operating model, business priorities, technology environment, challenges, and decision criteria.
Translate customer needs into an integrated Light & Wonder Systems value proposition.
Conduct executive-level presentations, discovery sessions, product demonstrations, workshops, and commercial discussions.
Pipeline Creation and Opportunity Management Build and maintain a healthy pipeline sufficient to achieve assigned revenue and booking targets.
Establish clear milestones and mutual action plans for complex sales opportunities.
Provide accurate forecasts and communicate changes, risks, or barriers early.
Competitive Conversion Develop an informed understanding of competitive products, commercial models, customer relationships, strengths, and vulnerabilities.
Build competitive displacement strategies that address both the business case for change and the customer’s implementation risk.
Partner with internal teams to create effective migration, implementation, and adoption plans for customers moving from incumbent platforms.
Cross-Functional Commercial Leadership Partner with Product Management, Commercial Strategy, Sales Engineering, Client Services, Operations, Finance, Legal, and other stakeholders to develop customer solutions.
Bring customer and market insight into product-roadmap and portfolio discussions.
Coordinate internal resources around priority pursuits and establish clear ownership of deliverables.
Territory and Market Development Monitor relevant market developments, competitor activity, customer investments, and regulatory or technology trends.

Nice-to-haves

Preferred Qualifications Experience in casino systems, gaming technology, hospitality technology, enterprise software, payments, loyalty, analytics, or another complex regulated technology sector.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: workday
Effort: long