Senior Account Executive - Ottawa, Canada

at  Diversified

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:

• Fostering communication and collaboration within multi-national companies worldwide

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.
What part will you play?
Under general guidance, the Senior Account Executive is responsible for the business development and sales growth for their assigned market. The Senior Account Executive is responsible for providing Diversified’s clients and prospects the highest possible level of quality in service to their account, ensuring client expectations are met or exceeded by fulfilling client expectations. This includes the assuming responsibility for identifying and executing Diversified’s Workplace Solutions within our Federal markets including Defense and Civilian agencies. Diversified’s Federal practice is a dynamic industry with a highly competitive supplier base. This role would be critical in our efforts to expand our footprint within the Federal market. The Senior Account Executive will lead an innovative and creative approach in identifying customer needs, defining target accounts, developing workable account plans, and proposing Workplace Solutions to exceed our clients desired outcomes.

What will you be doing?

• Meet or exceed top line revenue and profitability targets for sales territory/portfolio.
• Creates account specific strategies with new and existing accounts that maximizes the business potential, aligning with the Business Unit goals.
• Secure new sales opportunities in target markets/portfolios. Establishes strategic deals and leads with a solutions-based sales methodology
• Ensures sales standards are met by building strong industry relationships within targeted customers. Utilizes a deep understanding of customer technology applications.
• Develops annual go-to-market sales plans with Business Unit for the strategic accounts assigned. Reports and forecasts achievements to goals on a monthly and quarterly basis.
• Drives opportunities that include cross selling of other Business Units products and services. Remains 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
• Works closely with internal partners and stakeholders acting as the team leader for Diversified’s delivery of proposals for client RFP opportunities. Functions 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 filings, annual reports, short-term and long-term growth initiatives.
• Travels to clients to propose and review sales opportunities and to project sites as required to ensure quality and cohesive client relations.
• All other duties as assigned.

What do we require from you?

EDUCATION:

• Bachelor’s degree preferred (Business Focus Preferred) or Associate degree inclusive of industry selling experience

EXPERIENCE:

• 7 - 10 years of outside sales.
• 5+ years of AV or technology industry experience
• Past experience within the military and civilian agencies plus including the AVSO and VCPV contract vehicles

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.

• Meet or exceed top line revenue and profitability targets for sales territory/portfolio.
• Creates account specific strategies with new and existing accounts that maximizes the business potential, aligning with the Business Unit goals.
• Secure new sales opportunities in target markets/portfolios. Establishes strategic deals and leads with a solutions-based sales methodology
• Ensures sales standards are met by building strong industry relationships within targeted customers. Utilizes a deep understanding of customer technology applications.
• Develops annual go-to-market sales plans with Business Unit for the strategic accounts assigned. Reports and forecasts achievements to goals on a monthly and quarterly basis.
• Drives opportunities that include cross selling of other Business Units products and services. Remains 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
• Works closely with internal partners and stakeholders acting as the team leader for Diversified’s delivery of proposals for client RFP opportunities. Functions 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 filings, annual reports, short-term and long-term growth initiatives.
• Travels to clients to propose and review sales opportunities and to project sites as required to ensure quality and cohesive client relations.
• All other duties as assigned