Senior Enterprise Account Executive - Federal Services Group

At Diversified, we don't just follow tech trends - we set them by leveraging the best in technology and ongoing advisory services to transform businesses. Our comprehensive suite of solutions is engineered to help our clients build connections that make a difference - whether by inspiring viewers, engaging associates, motivating audiences, or streamlining and safeguarding operations.

Our dedicated teams craft solutions experienced by millions every day including:

• Delivering the fan experience at one of 100+ sports facilities for the NFL, MLB, NBA, NHL, MLS, NCAA
• Building the first fly pack broadcast system transportable by air - bringing the 2022 World Cup and Super Bowl into homes across the world
• Engineering the first high-density pixel canvas to display HD content at that scale for the Vornado, Marriott Marquis LED Display in Times Square, NY
• Empowering and monitoring communication and collaboration solutions within multi-national companies around the globe

Founded in 1993, we're a global organization serving local needs with associates worldwide. Learn more at onediversified.com and follow us on LinkedIn and Twitter.

At Diversified, we partner with some of today's top organizations to deliver solutions that are leading tomorrow's technology. From bringing the excitement on the field closer to the fans in the stands to connecting 911 operators with their dispatch team - from optimizing operating room efficiencies to enhancing enterprise collaboration across the world - we bring the best and brightest the industry has to offer to each and every project.
Are you looking to take your career to the next level? Acquire new skills and make an impact while growing your career. Be a valued member of our team here at Diversified.
About the Role:
The Senior Account Executive will lead identification of new business and new scope opportunities from early identification phase of the opportunity through final submittal, (qualification, pursuit, solution development and due diligence from proposal creation through presentation and closure) to assist in creating winning proposals.
This position provides support in securing new business opportunities for Diversified's Federal Services Group (FSG).This is highly visible position that interfaces with clients across a wide-range of military, civilian and intelligence organizations in the federal government.This position will report directly to the VP of FSG and will help support all parts of the organization, with a focus on sales efforts. Will also support a largely remote staff that includes other Account Executives (AE's) and also Design Engineers who report to the Director of the Design Services Group. Responsibilities will also be to support Account Executives from other divisions in the pursuit and closing of FSG business. This is a "Subject Matter Expert"" function.

Primary Responsibilities of the Senior Account Executive
1. Primary responsibility is to proactively develop a pipeline of qualified FSG opportunities throughout the military and civilian government sectors. Qualifying the opportunities and positioning our Project Development Team for new, booked projects.
2. Report on customer reactions to new products, promotions and competition.
3. Enter and compile information into CRM tool to support the sales process and create reports demonstrating evolution of opportunities
4. Provide ongoing support in the coordination of scheduling meetings with both FSG management and clients as appropriate.
5. As an SME be prepared to assist with the development of project proposals and estimates by communicating with Management and Project Development team members to determine scope of opportunity. Will also communicate project needs to Design Engineers for system design and Project Managers for schedule of performance. This function will require travel to assist in presenting the FSG function and capabilities.
6. Assist in development of capture plans and win themes, budget, and budget execution
7. Lead development of pursuit strategy and win theme in collaboration with the deal team for the opportunity that focuses on business outcomes for the customer addressing their specific business needs and technology issues
8. Working with other AE's to construct the value proposition, business case, negotiation, pricing, and terms/conditions for business pursuits with key clients
9. Acts as point of contact to client and/or third-party advisor management. Provides consultative sales support by integrating and identifying compelling value propositions to the client
10. Provide weekly updates on sales efforts, direct and indirect, and pipeline generation
11. Will work with Marketing for trade show coordination as well as marketing campaign efforts
12. Gathers, analyzes, and documents feedback from the client to identify improvements for future programs

Required Qualifications of the Senior Account Executive:

• 5+ years of outside sales or Account management.
• 7+ years of AV or technology industry experience

Skills:

• Experience working with CRM platforms.
• Sales Logic knowledge is a plus.
• Good working knowledge of MS Office.
• Short term and long-term forecasting and selling skills.

Competencies:

• 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.

To learn more about becoming part of the Diversified team, visit us at http://diversifiedus.com/about/careers/or email us at careers@onediversified.com.

Diversified is an equal employment opportunity employer and all aspects of employment will be based on job requirements, individual qualifications, merit, performance and business needs. We provide equal employment opportunities to all employees and applicants without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, veteran status, age, disability or genetic information, or any other applicable characteristic protected under federal, state or local law. We celebrate diversity and encourage people of all backgrounds to apply for available positions. Individuals needing assistance or an accommodation to complete an application due to a disability, may contact Human Resources at careers@onediversified.com.

Our compensation ranges reflect the cost of labor across several US geographic markets. The pay details below range from our lowest geographic market up to our highest geographic market. Pay is based on several factors including market location and may vary depending on job-related knowledge, skills and experience depending on the position offered, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits.

• Washington Metropolitan Area, USA
• Washington, DC, USA
• Virtual