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2 months ago
About the Role
The Senior Enterprise Account Executive will be responsible for driving business development and sales growth for Diversified's Federal markets, including Defense and Civilian agencies. This role will play a critical part in expanding our footprint within the Federal market.
Key Responsibilities
- Meet or exceed top-line revenue and profitability targets for sales territory/portfolio.
- Create account-specific strategies with new and existing accounts that maximize business potential, aligning with Business Unit goals.
- Secure new sales opportunities in target markets/portfolios, establishing strategic deals and leads with a solutions-based sales methodology.
- Ensure sales standards are met by building strong industry relationships within targeted customers, utilizing a deep understanding of customer technology applications.
- Develop annual go-to-market sales plans with Business Unit for strategic accounts assigned, reporting and forecasting achievements to goals on a monthly and quarterly basis.
- Drive opportunities that include cross-selling of other Business Units' products and services, remaining up-to-date on technology changes within the industry to identify areas of opportunity.
- Maintain a strong working knowledge of solution offerings and technology changes within the industry.
- Work closely with internal partners and stakeholders, acting as the team leader for Diversified's delivery of proposals for client RFP opportunities, functioning as the lead customer relationship manager for accounts.
- Ability to understand and identify buyer motivations and requirements across various Business Units and levels of the organization.
- Strong understanding and ability to research customer strategy through data related to SEC filings, annual reports, short-term and long-term growth initiatives.
- Travel to clients to propose and review sales opportunities and to project sites as required to ensure quality and cohesive client relations.
Requirements
- Bachelor's degree preferred (Business Focus Preferred) or Associate degree inclusive of industry selling experience.
- 7-10 years of outside sales experience.
- 5+ years of AV or technology industry experience.
- Experience working with CRM platforms, Sales Logic knowledge a plus. Good working knowledge of MS Office. Short-term and long-term forecasting and selling skills.
- Excellent verbal and written communication skills. Highly accountable and performance-driven with a high level of integrity. Strong problem-solving ability and analytical acumen. Highly adaptable and high sense of urgency. Organization, time management, and an entrepreneurial mindset. Digital awareness, a drive for results, and action-oriented, relationship building, and interpersonal savvy, and negotiation.
Work Environment
- This position will travel 20% of the time. Must be able to remain in a stationary position for 50% or the time. Occasionally will ascend/descend a ladder to service or install equipment. Must be able to lift 20 lbs. on a frequent basis.
