Business Development Manager, Government

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 #QSYS

Work location:

• This position may be based anywhere in the United States and includes travel as part of the responsibilities.

Job Summary

The Business Development Manager, Government is accountable for driving adoption of the Q-SYS platform and ecosystem within the Government vertical by championing the Q-SYS solution set to end user key contacts within top federal agencies, including but not limited to Defense, Homeland Security and the Intelligence Community.

Key Tasks & Responsibilities (Essential Functions)

Developing and continuously improving a technical understanding of the Q-SYS solution set.

Strong communication skills, confident presenting both in-person and remotely.

Ability to articulate the entire Q-SYS value proposition across Audio, Video and Control.

Proactively collaborating with Internal Q-SYS stakeholders (Consultant Liaisons, Channel Sales & Strategic Account Team).

Ability to identify and prioritize opportunities and accounts that represent high potential for net new business.

Confidence in demonstrating products from across the Q-SYS portfolio and answering general technical capability questions.

Learning and developing autonomy over time with internal workflows and protocols.

Demonstrate a comprehensive understanding of how public sector buying teams operate.

Comfortable in all phases of the government sales cycle (e.g. prospecting, client development, account management) and managing opportunities that may mature over several years.

Familiarity with accountability, KPIs and feedback.

Other responsibilities include:

Attend trade shows to interact with new and existing customers at the booth and perform post-show follow-up.

Drive attendance at customer-facing events like technical training sessions and roundtable events.

Organizing and leading effective end customer meetings, bringing in others from the organization as appropriate.

Maintaining data Integrity with Salesforce CRM.

Attending training to develop relevant knowledge, techniques and skills.

Own and plan an events calendar for the subvertical.

Identify opportunities where other brands of the Acuity Intelligent Spaces division could be introduced.

Generating new business from existing database, discovery tools and own contact database.

Fluency with trade and product compliance and a willing collaborator with compliance teams and initiatives internally.

Skills and Minimum Experience Required

Education
High school diploma or equivalent required.
Bachelor’s degree or equivalent combination of education and relevant experience preferred.

Experience
5+ years of experience in technology sales or a related field.
Experience working with public-sector, government, defense, intelligence, or security-focused organizations, such as the Armed Forces, Department of Justice (DOJ), Department of Homeland Security (DHS), Office of the Director of National Intelligence (ODNI), state-level agencies, or similar organizations.
Demonstrated ability to work collaboratively across teams and meet established deadlines.
Strong organizational, analytical, interpersonal, and communication skills.
Self-motivated with the ability to manage priorities and work effectively with a high degree of autonomy.

Independence
Ability to independently prioritize prospects and customers, manage sales activities, and determine how to allocate time and resources across new and existing opportunities.
Exercises sound judgment within established business objectives, sales strategies, and organizational guidelines.

Knowledge and Skills
Experience managing sales pipelines and customer opportunities using a CRM platform, such as Salesforce or a comparable system.
Strong written and verbal communication skills.
Ability to work independently, take initiative, and manage multiple priorities.
Strong active listening and customer relationship management skills.
Strong organizational and time-management skills.
Ability to build and maintain positive, collaborative working relationships with individuals across different roles and levels of an organization.

Travel Requirements

• 1-20%
• 21-40%

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.

The range for this position is $85,700.00 to $185,400.00 USD. Placement within this range may vary, depending on the applicant’s experience and geographic location. Acuity offers generous benefits including health care, dental coverage, vision plans, 401K benefits, and commissions/incentive compensation depending on role. For a list of our benefits, click here.

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.

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