Business Development Manager- A&E/Consultant Vertical- West Region

Reitman Personnel; United States; On-site; USD 140,000 - 190,000; Full time

Job summary

Elite ENTERPRISE SOLUTIONS is seeking a Business Development Manager for the A&E/Consultant vertical in the West Region to drive awareness and educate specifiers on our enterprise access control and identity management solutions.

You will establish relationships with top engineering and consulting firms, translate client needs into strategic opportunities, and collaborate with marketing and sales teams to win major account pursuits across the Western United States.

Qualifications

• MBA and/or Bachelor’s Degree Business Management, Marketing or relevant field preferred.
• 7–10 years sales experience, preferably in the Access Control, Video Surveillance, Competitive Construction, or Data Center industry.
• Intimate knowledge of the major accounts and markets with established key industry relationships.
• Demonstrated success driving technology preference with architects, engineers, consultants or other enterprise influencers.
• Strategic selling at the executive level, with a comprehensive understanding of complex systems and solutions.
• Creative, decisive, and high energy leader with the innate ability to energize others and provide business growth plans.
• Excellent communication, persuasion and organizational/operational leadership skills.
• Acts as a professional role model, leading by example, and displaying unfailing judgment in ethical issues.

Responsibilities

• Establish relationships with top Architect, Engineering and Consulting firms throughout the Western US.
• Deliver awareness and thought leadership initiatives to educate specifiers on the benefits of our client’s unique technology, solutions, and value proposition.
• Serve as domain expert and key resource for specifiers in Access, Identity infrastructure.
• Identify and qualify opportunities, engage Business Development Managers, Regional Sales Managers and Applications Engineering to work side by side with specifiers to solve their clients’ most challenging needs.
• Regularly collaborate with Marketing to drive specifier demand generation and awareness initiatives.
• Attend and participate in industry events and contribute to thought leadership content and activities.
• Work collaboratively with technology partners, developing and cultivating sales prospects.
• Work closely with Sales Engineers for customer’s proper solutions/applications, and products.
• Arrange and execute site visits to conduct product demonstrations, presentations, lunch and learns and speaking seminars to develop an increased awareness and demand for products.
• Engage and provide direction to product and regional sales teams – evaluating performance and recommending improvements.
• Translate client needs into complex sales wins by synthesizing total value offerings that leverages intuitive/interactive technology.
• Participate in educational events and consistently be aware of industry news and trends, providing competitive analysis review.
• Present value messages, initiatives, and information related to targeted customers, opportunities, and capability of products.
• Identify the most influential stakeholders and build strong relationships and business strategy for each of these strategic clients.
• Build, lead and manage business development efforts that anticipate the needs of key specifier customers.
• Provide strategic vision for order, margin and sales plan growth within the Architect, Engineering and Consultant community.
• Leverage strategic business value in presentation/conversation at the highest levels of the organization.
• Generate customized pursuit plans to establish strategic relationships and develop committed customers and ecosystem partners.
• Actively participate in trade shows, seminars, internal academies, webinars and other promotional sales activities.

Skills

Strategic selling

Executive communication

Relationship building

Industry knowledge

Team collaboration

Education

MBA or Bachelor’s Degree in Business/Marketing

Job description

Business Development Manager- A&E/Consultant Vertical- West Region

Our client is a global leader in the design, development, and manufacture of a comprehensive portfolio of enterprise‑level physical access control and identity management solutions.

For decades they have addressed the demand for modern security and controlled environments, innovating solutions that meet the requirements of a technology‑driven, global marketplace. Central to their growth philosophy is the belief that the market requires progressive solutions for a changing, demanding world.

Currently we’ve been engaged to identify an Elite ENTERPRISE SOLUTIONS, A&E/C Business Development Manager tasked with delivering leadership and education within the A&E, Consultant, and Specifier Community throughout the Western US.

The selected candidate will drive preference of access control and identity management platform solutions for large‑scale major account pursuits.

Key Responsibilities

• Establish relationships with top Architect, Engineering and Consulting firms throughout the Western US
• Deliver awareness and thought leadership initiatives to educate specifiers on the benefits of our client’s unique technology, solutions, and value proposition.
• Serve as domain expert and key resource for specifiers in Access, Identity infrastructure.
• Identify and qualify opportunities, engage Business Development Managers, Regional Sales Managers and Applications Engineering to work side by side with specifiers to solve their clients’ most challenging needs.
• Regularly collaborate with Marketing to drive specifier demand generation and awareness initiatives.
• Attend and participate in industry events and contribute to thought leadership content and activities.
• Work collaboratively with technology partners, developing and cultivating sales prospects.
• Work closely with Sales Engineers for customer’s proper solutions/applications, and products.
• Arrange and execute site visits to conduct product demonstrations, presentations, lunch and learns and speaking seminars to develop an increased awareness and demand for products. Drive value add cadence with all internal/external key stakeholders.
• Engage and provide direction to product and regional sales teams – evaluating performance and recommending improvements.
• Translate client needs into complex sales wins by synthesizing total value offerings that leverages intuitive/interactive technology.
• Participate in educational events and consistently be aware of industry news and trends, providing competitive analysis review.
• Present value messages, initiatives, and information related to targeted customers, opportunities, and capability of products.
• Identify the most influential stakeholders and build strong relationships and business strategy for each of these strategic clients.
• Build, lead and manage business development efforts that anticipate the needs of key specifier customers.
• Provide strategic vision for order, margin and sales plan growth within the Architect, Engineering and Consultant community.
• Leverage strategic business value in presentation/conversation at the highest levels of the organization.
• Generate customized pursuit plans to establish strategic relationships and develop committed customers and ecosystem partners.
• Actively participate in trade shows, seminars, internal academies, webinars and other promotional sales activities.

Qualifications

• MBA and/or Bachelor’s Degree Business Management, Marketing or relevant field preferred
• 7–10 years sales experience, preferably in the Access Control, Video Surveillance, Competitive Construction, or Data Center industry.
• Intimate knowledge of the major accounts and markets with established key industry relationships.
• Demonstrated success driving technology preference with architects, engineers, consultants or other enterprise influencers.
• Strategic selling at the executive level, with a comprehensive understanding of complex systems and solutions.
• Creative, decisive, and high energy leader with the innate ability to energize others and provide business growth plans.
• Excellent communication, persuasion and organizational/operational leadership skills.
• Acts as a professional role model, leading by example, and displaying unfailing judgment in ethical issues.