What part will you play?The Senior Account Executive is an individual contributor sales role in Media & Entertainment. This role is focused on non-named and non-vertical systems integration customers within defined region. This role will call on regional customers within the defined geography/territory that are not covered by the strategic accounts team, pro sports venue and the faith vertical sales teams. The customers base includes a wide range from regional sports networks to college sports venue and corporate customers. This position will report directly to Media and Entertainment Sales leader. This position will work directly with the business unit team to execute and drive sales aligned with the BU plans.
What will you be doing?- Create account specific strategies with new and existing targeted named regional accounts that maximizes the business potential in line with the direction of the BU plans,
- Secure new sales opportunities in targeted accounts and focus on creating new and strengthen current customer relationships.
- Ability to close strategic deals, navigate unique client support situations. Facilitate internal or third-party resources at the right time ensuring client success.
- Ensure sales standards are met. Must have and be able to leverage strong industry relationships at executive level within targeted customers and utilize deep understanding of customer technology applications.
- Develop annual go to market sales plans with BU for the strategic accounts assigned and report out on monthly and quarterly goals and forecasts.
- Manage daily operational activities which include collaborating with Technical Operations on proposal development and problem resolution.
- Build a culture that will drive performance management and accountability, as well as maximizing client satisfaction.
- Drive opportunities within Regional Accounts that include cross selling of other business units products and services.
- Meet or exceed top line revenue and profitability targets for the M&E assigned enterprise accounts.
- Remain up to date on technology changes within the industry and identify areas of opportunity.
- Travel to customers to review and close sales opportunities and to project sites as required to ensure quality and build customer relations.
- Work closely with internal business units within Diversified and maintain relationships with partners and stakeholders.
- Work closely with core vendor partners and maintain strategic alliances
WHSQ (Work, Health, Safety, & Quality) Responsibilities:
- Maintain and wear appropriate PPE as the job and tasks require it
- Report Incidents within 24 hours regardless of severity
- Ensure hazards are addressed and rectified in a timely manner
- Promote and engage in Safety Culture within organization.
Complexity:
- Implement numerous account strategies with highest level accounts progressing multiple opportunities simultaneously as sales are driven through stages towards closure with constant attention to relationship management.
Decision Making Authority:
- Commit company resources effectively by focusing on profitable sales activities in the region and engaging customers that are a good fit for Diversified.
Physical Working Environment:
- Remote office with significant travel expected.
What do we require from you?Education/Certifications:
- Four year college education BS/BA preferred but not required if appropriate business experience and track record of success has been established.
Required/Desired Knowledge, Experience and Skills:
- Minimum 5 years sales experience selling to senior levels at M&E accounts. Knowledge of Production and Distribution applications for professional video, audio and networking. Understanding of network and broadcast technology needs and applications. Ability to position and drive technology selling strategy to profitable opportunities for both product and professional services engagements.
- Knowledge of technology that is part of live production, studio, news and or playout and distribution. Preferable if some experience selling services that include labor such as systems integration, engineering, design or consulting services.
- Ability to drive sales to meet results and performance criteria through relationship and consultive selling approach. Experience with detailed account planning and strategy development for both existing and new customer relationships.
What We Offer:Along with competitive compensation, you will be eligible for the following benefits:
- Medical and dental plan options to suit your family's needs
- Basic Life, AD&D, Short-Term and Long-Term Disability Insurance
- Healthcare and Dependent Care Flexible Spending Accounts (FSA)
- Paid Time Off and Paid Holidays
- Commuter Benefits
- And much more
To learn more about becoming part of the Diversified team, visit us at our career site or email us at [redacted].
