Strategic Business Development Executive - Entertainment Vertical
What you'll be doing... The Strategic Business Development Executive is responsible for selling new Verizon products and services within one of our largest Entertainment clients. The Business Development Executive will utilize prospecting and networking skills to identify complex strategic, solution-based sales opportunities and pursue them to generate business outcomes for to the customer.
Major Responsibilities: The Sales Executive will own the sales process, from prospecting through close, for new products and services within their assigned account base. They will refer leads for renewals and migrations to the Account Manager or Customer Service, as appropriate.
This position will:
Uncover and develop senior C-level executive relationships within assigned accounts.
Partner with the Account Manager on the development of the Strategic Account Plan, which is shared with customers to align new products and services to agreed-upon business outcomes.
Develop and implement opportunity pursuit plans based on customer and industry analysis, which includes preparing executive profiles and continuously studying industries, business challenges and trends.
Create and maintain detailed and accurate opportunity plans and review/update and communicate these on a regular basis.
Collaborate with the Solutions Architect and Product Specialists for technical value proposition and approved architectures and designs.
Understand and articulate Verizon's differentiation, inclusive of functionality, features, and benefits, to competitors' products and services.
Create proposals with a clear value statement, deal economics and customer benefits while coordinating with PCM to price and shape sales proposals.
Respond to qualified RFIs, RFPs, and RFQs.
Lead contract negotiations for new products and services.
Maintain forecast pipeline and reports and qualify sales opportunities.
Complete ongoing VES training, continue business, industry and account education and complete expenses in a timely and accurate manner.
Articulate client business value with outcome-based selling approaches, through proposals and oral presentations
Understand the delivery implications of consulting opportunities and selling solutions that Verizon can deliver
Work in a highly ambiguous, dynamic environment and balance competing demands and priorities
Operate independently to build a successful sales pipeline/channel, but also collaborate with and engage colleagues and technology partners when appropriate
Understand key partner and competitor offerings which overlap the Verizon solution space
Leadership: May receive general guidance for the accomplishment of short term goals and operating objectives within a complex environment; generally plans and executes own work; may receive guidance on complex work assignments; decisions are made independently.
Work Complexity: Acts independently and exercises independent judgment and discretion within generally defined practices and policies to select appropriate methods or techniques for obtaining solutions. Work is varied and requires frequent interpretation. Typically resolves moderately complex problems which may require deviation from standardized practices or precedent.
Working Conditions: Normal office conditions generally apply. Travel will be required, dependent upon account assignment and territory.
What we're looking for... You Will Need to Have:
5-10 years successful strategic/solutions and/or systems integration sales experience or related discipline.
Valid driver's license
Willingness to travel up to 25%
Even Better If You Have:
Ability able to manage, lead and influence others outside of their department/functional area at a senior level; therefore, managerial experience a plus
Proven track record in consultative or outcome-based selling
Strong leadership skills
Ability to operate in positions requiring significant self-direction, motivation and autonomy
The ability to cultivate new complex relationships and new business opportunities by aligning with both IT and Business Units to understand business problems and develop solutions.
Outstanding knowledge/understanding of the customer's environment as it relates to their specific sector. Can identify sector trends and drivers, understand key applications that solve business problems in a sector, and deliver solutions that meet customers' specific needs/requirements.
An intimate understanding of the customer's business, inclusive of financial business cases that deliver value to the business through a compelling ROI and/or TCO model.
A detailed knowledge of functionality, features and benefits of VES products and is capable of working independently on complex sales opportunities.
Deep understanding of the fundamentals of outcome-based selling and how to leverage relevant tools to improve sales.
Highly developed understanding and active application of effective negotiation techniques. Focus on achieving mutually beneficial "win-win" results, is alert to customer buying signals, and identifies and acts on closing opportunities.
Exceeding annual sales plan
When you join Verizon... You'll have the power to go beyond – doing the work that's transforming how people, businesses and things connect with each other. Not only do we provide the fastest and most reliable network for our customers, but we were first to 5G - a quantum leap in connectivity. Our connected solutions are making communities stronger and enabling energy efficiency. Here, you'll have the ability to make an impact and create positive change. Whether you think in code, words, pictures or numbers, join our team of the best and brightest. We offer great pay, amazing benefits and opportunity to learn and grow in every role. Together we'll go far.
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