Senior Account Executive - Regional Media

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.

What part will you play?

The "Senior Account Executive Regional Media" is a sales role within Media & Entertainments sales efforts targeted at identified broadcast network and broadcast groups. This position will report directly to the Director of Sales Media. This position will work directly with the business unit team to execute and drive sales aligned with the BU plans. They will have specific accountability for defined individual enterprise level accounts sales.

What will you be doing?

• Create account specific strategies with new and existing targeted named accounts that maximizes the business potential in line with the direction of the BU plans.
• Focus on building and strengthening customer relationships and specifically identifying new opportunities within named customer list to sell the entire portfolio of Diversified applications and solutions.
• 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 plan and budget with BU for the assigned strategic accounts including monthly and quarterly goals and forecasts.
• Identify and propose new enterprise customers that fit the defined criteria to increase enterprise sales.
• Manage daily operational activities which include collaborating with Technical Operations on proposal development and problem resolution.
• Focus on maximizing client satisfaction for enterprise accounts.
• Continual improvement to drive productivity, and opportunities for process improvement. Including the cross selling of other business units products and services.
• Meet or exceed top line revenue and profitability targets for the assigned M&E enterprise accounts.
• Work closely with vendors and our innovation team to 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.
• Ability to utilize data analytics to course correct quickly when there are coverage gaps.
• Continual improvement, and optimization of business growth in the US, evangelizing, educating and influencing to advance sales initiatives and deliverables
• 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
• Partner with BU and People Team to advise on training requirements to upgrade sales skillsets to be best in class.

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.

Physical Working Environment:

• Remote office with significant travel expected.

What do we require from you?

Required/Desired Knowledge, Experience and Skills:

• Minimum 10 years' experience leading and selling to executive levels at M&E strategic accounts list focused on Broadcast Stations & Networks, College Journalism, E-Sports, Media Truck Providers, State Facilities, Post Production, & Sound Stage facilities.
• Ability to manage Pre & Post sales team 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.
• Deep understanding of network and broadcast groups technology needs and applications. Ability to position and drive technology selling strategy to profitable opportunities for both product and professional services engagements.