Senior Business Development Executive - Federal Services Group

About Diversified:

Diversified is a global leader in audio visual and media innovation, recognized for designing and building the world's most experiential environments. Our award-winning team specializes in delivering solutions for the most complex, large-scale and immersive installations. Serving a global clientele that includes major media organizations and retailers, sports and live performance venues, corporate enterprises, and government agencies, Diversified partners with clients to create spaces that bring people together and keep them coming back.

What to Expect:

At Diversified, we're on a mission to create a world without boundaries, where technology enables all people to connect and experience the moments that matter, wherever they choose to be. With clients spanning the globe and an exciting pipeline of projects across industries, Diversified offers more than just a job. We offer a career path with the flexibility to grow personally and professionally, wherever your ambitions take you.

As a Diversified associate, you'll dive headfirst into big, complex, and rewarding projects that push the boundaries of what's possible. Plus, you'll enjoy a flexible work environment, competitive compensation and benefits, and a culture that celebrates diversity and inclusion.

IF YOU CAN DREAM IT, YOU CAN DO IT AT DIVERSIFIED.

How You'll Contribute:
The role of a Diversified Business Development Executive (BDE) is responsible for pursuing new business. The primary focus will be acquiring new enterprise clients across our Workplace and Media business units, in addition to specialties across verticals and international markets. In addition, BDEs will collaborate with Marketing, Sales Enablement, Sales Operations to development sales plans including battle cards and win strategies to target specific customers and markets proactively.

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 Account Executives (AE's) and also Design Engineers who report to the Director of the Design Services Group.

What You'll Do:

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 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

What You'll Bring:

Required Qualifications:

• Bachelor's degree preferred or equivalent professional experience with up to 10 years of business developments/sales experience.
• Partner sales or technical experience required, with a preference for video, voice, communication, collaboration & AV, and demonstrated ability to scale through partner sales in a partner-led or partner co-sell motion.
• Excellent communication & presentation skills with a high degree of comfort at all levels of an Organization, including executives and C-Level.
• Demonstrated leadership skills with the ability to lead and inspire teams to achieve operational excellence. Proven ability to be inclusive and collaborate effectively with cross-functional teams in matrix organizations.
• Exceptional strategic thinking and problem solving skills, continuous learning, intellectual curiosity, and professional impact.
• Experience in professional networking and developing relationships with industry business development peers and key representatives of equipment manufacturers, influencers, general contractors and across our channel partners.

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.