ESSENTIAL DUTIES AND RESPONSIBILITIES:
Strategic Account Management:
- Develop and execute comprehensive account plans for a portfolio of high-value, complex clients, ensuring deep understanding of their business objectives, challenges, and long-term vision.
- Serve as a trusted advisor and primary point of contact for key stakeholders, including C-level executives, fostering strong, lasting relationships.
- Proactively identify opportunities for expansion, upselling, and cross-selling within existing accounts to maximize revenue and client lifetime value.
- Lead strategic business reviews with clients, demonstrating value, reporting on performance, and identifying new areas for partnership.
Complex Business Development:
- Drive new business acquisition through strategic prospecting, networking, and leveraging existing relationships for referrals, focusing on enterprise-level opportunities.
- Navigate complex sales cycles, often involving multiple stakeholders and lengthy negotiation processes.
- Develop and deliver compelling, customized presentations and proposals that articulate the unique value proposition of our solutions to address specific client needs.
- Negotiate and close high-value contracts, ensuring mutually beneficial agreements that align with company revenue and profitability goals.
Leadership & Mentorship:
- Act as a subject matter expert and provide guidance, coaching, and mentorship to junior Account Executives.
- Share best practices, sales methodologies, and industry insights to help develop the skills of the broader sales team.
- Contribute to the development and refinement of sales strategies, processes, and tools.
Cross-functional Collaboration & Market Insights:
- Collaborate closely with internal teams, including product, marketing, customer success, and legal, to ensure seamless client experiences and solution delivery.
- Gather and synthesize market intelligence, competitive insights, and client feedback to inform product development and sales strategies.
- Accurately forecast sales pipeline and maintain up-to-date records in the CRM system, providing regular reports to leadership on sales performance and market trends.
EDUCATION, TRAINING, AND EXPERIENCE:
Required:
- Bachelor's degree in Business, Telecommunications, or equivalent practical experience
- 5+ years of telecommunications sales, preferably wholesale sales/carrier relations, or large, complex account management experience.
- Demonstrated success achieving and exceeding revenue objectives.
Preferred:
Wholesale telecommunications
Fiber transport and wavelength services
Dark fiber and IRU agreements
Ethernet and DIA services
Carrier relationships and interconnection
Hyperscaler and data center services
REQUIRED SKILLS:
- Expert-level negotiation, presentation, and communication skills (verbal and written), with the ability to articulate complex solutions clearly and persuasively to diverse audiences, including C-suite executives.
- Strong strategic thinking and problem-solving abilities, capable of understanding intricate client challenges and crafting innovative solutions.
- Exceptional relationship-building skills with a focus on long-term client partnerships.
- Proficiency in CRM software (e.g., Salesforce, HubSpot) and strong analytical skills to leverage data for informed decision-making.
- Highly self-motivated, autonomous, and comfortable working in a fast-paced, target-driven environment.
- Deadline-driven with the ability to multi-task and manage change within a fast-paced environment.
- Analytical thinker with the ability to manage and foster change.
- Coachable with an entrepreneurial spirit and an aptitude to learn the product suite.
TOOLS, EQUIPMENT, AND SOFTWARE:
- Demonstrated knowledge of personal computer applications Microsoft Windows and Microsoft Office, including Microsoft Outlook.
- Demonstrated commitment to and discipline for the use of whichever CRM solution or other tools are defined as mission critical to the work.
- Must have and maintain a valid Driver’s license
WORKING CONDITIONS AND PHYSICAL REQUIREMENTS:
- Mix of indoor work in an office environment and work at and going between prospect locations.
- Frequent utilization of manual dexterity, computer screen(s), teleconferencing technologies and similar tools.
- Frequent travel by vehicle with minimal overnight