Business Development Manager (Higher Education)

Acuity Inc.; Atlanta (GA); Remote; USD 90,000 - 130,000; Full time

Job summary

Acuity Inc. in Atlanta invites a Business Development Manager to drive the adoption and success of Q-SYS solutions within the Higher Education sector.

You will design strategic plans with the Sales Director UK&I, identify new opportunities across UK & Ireland and US educational institutions, and build relationships with IT Directors, AV managers and procurement teams. Collaborate with channel partners, consultants and internal resources to move opportunities through the sales cycle while

Qualifications

• Proven consultative sales experience.
• Experience selling AV or IT infrastructure services.
• Experience in Education AV sector.
• Understanding of indirect sales channels desirable.
• Experience with Salesforce CRM forecasting and tracking.
• Commercially astute with ability to understand a complex system proposition.
• Proven quota attainment.
• Experience managing a complex sales cycle.
• Selling services not exclusively based on hardware.

Responsibilities

• Design strategic business plan with Sales Director UK&I to expand Q-SYS market share within the agreed market vertical and targeted accounts.
• Identify, qualify, and develop new business opportunities within Higher Education institutions across the UK & Ireland.
• Drive designed-in status by getting Q-SYS specified as the basis of design early in the estates capital and technology planning cycle, and develop routes to market through HE procurement frameworks and consortia to position Q-SYS for compliant purchase.
• Build and maintain relationships with key university stakeholders including IT Directors, AV Managers, Learning Technology teams, Estates teams, Procurement teams, and Executive Leadership.
• Conduct an agreed number of customer engagements per week through face-to-face meetings, video calls, presentations, workshops, or discovery sessions.
• Work collaboratively with channel partners, consultants, and internal Q-SYS resources to develop and progress opportunities through the sales cycle.

Skills

Consultative sales

AV/IT sales

Education AV sector

Indirect sales

Salesforce CRM

Quota attainment

Complex sales cycle

Services selling

Education

Degree level education

Tools

Salesforce

Job description

Business Development Manager (Higher Education)

Work Flexibility: Onsite

QSC is creating exceptional, people-centric experiences with the perfect balance of technology and creativity. Q-SYS, our innovative full stack audio, video and control platform, unifies data, devices and a cloud-first architecture, empowering organizations to deliver transformative AV experiences across built spaces. Building on the QSC legacy, QSC Audio delivers audio technology that empowers live entertainers and sound reinforcement professionals with the confidence to create and deliver memorable experiences for their audiences.

Atrius, Distech Controls and QSC are part of the Acuity Intelligent Spaces (AIS) business segment. Our mission is to make spaces smarter, safer and greener through our strategy of connecting the edge with the cloud using disruptive technologies that leverage data interoperability.

Acuity Inc. (NYSE: AYI) is a market-leading industrial technology company. We use technology to solve problems in spaces, light and more things to come. Through our two business segments, Acuity Brands Lighting (ABL) and Acuity Intelligent Spaces (AIS), we design, manufacture, and bring to market products and services that make a valuable difference in people’s lives.

We achieve growth through the development of innovative new products and services, including lighting, lighting controls, building management solutions, and an audio, video and control platform. We focus on customer outcomes and drive growth and productivity to increase market share and deliver superior returns. We look to aggressively deploy capital to grow the business and to enter attractive new verticals. Acuity Inc. is based in Atlanta, Georgia, with operations across North America, Europe and Asia. The Company is powered by approximately 13,000 dedicated and talented associates. Visit us at www.acuityinc.com . #QSYS

Job Summary

In this role, you will be responsible for driving the adoption and success of Q-SYS solutions within the education sector through agreed business plans.

Key Tasks & Responsibilities (Essential Functions)

• Design and implement, in collaboration with Sales Director UK&I, a strategic business plan that expands Q-SYS market share within the agreed market vertical and targeted accounts.
• Identify, qualify, and develop new business opportunities within Higher Education institutions across the UK & Ireland.
• Drive designed-in status by getting Q-SYS specified as the basis of design early in the estates capital and technology planning cycle and develop routes to market through HE procurement frameworks and consortia to position Q-SYS for compliant purchase.
• Build and maintain relationships with key university stakeholders including IT Directors, AV Managers, Learning Technology teams, Estates teams, Procurement teams, and Executive Leadership.
• Conduct an agreed number of customer engagements per week through face-to-face meetings, video calls, presentations, workshops, or discovery sessions.
• Work collaboratively with channel partners, consultants, and internal Q-SYS resources to develop and progress opportunities through the sales cycle.
• Maintain and develop the company CRM database, ensuring all opportunities and pipeline activities are accurately recorded and managed.
• Plan, coordinate, and execute Higher Education-focused marketing and demand-generation activities in partnership with internal stakeholders.
• Represent Q-SYS at trade shows, conferences, and industry events including, but not limited to, ISE, SCHOMS, LTSMG, and other relevant trade events.
• Provide regular business updates, pipeline reviews, market feedback, and management reporting to the Sales Director UK & Ireland.

Preferred Skills and Experience

Technical Skills & Experience

• Must have proven consultative sales experience
• Experience in proposing audio visual or IT infrastructure services is vital
• Proven experience within Education audio visual sector
• Demonstration of an understanding of indirect sales channels is desirable
• Experience with Salesforce CRM sales forecasting and tracking (or equivalent CRM) is desirable
• Commercially astute with the ability to understand a complex system proposition.
• Proven record of accomplishment of strong quota achievement
• Proven expertise managing complex sales cycle within a consultative sales methodology
• Sold services not exclusively based on hardware

General Skills

• Education to degree level or qualification in an industry relevant field is preferred
• Excellent interpersonal skills with the ability to form strong working relationships quickly
• Well organised to manage conflicting priorities
• Natural intellect with a prominent level of emotional intelligence
• Highly motivated and results oriented - driven to succeed
• Confident with excellent influencing skills
• Professionally presented with natural gravitas
• Excellent communication skills (both verbal and written)

QSC. is owned by Acuity Inc., which is located in the United States. These companies share a global recruitment system on which the data you provide will be stored, and which will be subject to the laws of the United States of America.

We value diversity and are an equal opportunity employer. All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law.

Accommodation in the Application Process: Acuity Inc. is an equal opportunity employer. It complies with the Americans with Disabilities Act (ADA) and other applicable laws requiring reasonable accommodation of persons with disabilities in employment. This includes the provision of reasonable accommodation in the application process. If you believe you need reasonable accommodation to assist with our online application system or any aspect of the application process, please contact Human Resources at [phone], and select option 4. Please be prepared to identify the requisition / position applied for and the aspect of the application process for which you believe accommodation is needed. The company will engage in an interactive process with you to better understand the request and to determine whether reasonable accommodation is needed and available.

Any unsolicited resumes sent to Acuity Inc. from a third party, such as an Agency recruiter, including unsolicited resumes sent to an Acuity Inc. mailing address, fax machine or email address, directly to Acuity Inc. employees, or to Acuity Inc. resume database will be considered Acuity Inc. property. Acuity Inc. will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Acuity Inc. will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor, but does not have the appropriate approvals to be engaged on a search.