Strategic Account Executive

This is a fully remote position, open to applicants in Alabama, +1 more state.

📋 Description

• Develop and implement strategies to penetrate large enterprise accounts.

• Analyze organizations, including decision makers, influencers, and champions within IT, network, operations, finance, procurement, and executive teams.

• Acquire new business through proactive outreach, cold calling, in-person meetings, networking, and referrals.

• Manage extended, multi-stakeholder sales cycles from initial contact through discovery, solution design, proposal, negotiation, and closing.

• Sell intricate, multi-site solutions encompassing dark fiber, dedicated internet access, Ethernet, wavelengths, SD-WAN, VoIP, and managed network services.

• Engage with CIOs, CTOs, and other executive buyers, effectively translating technical capabilities into business outcomes and financial advantages.

• Create tailored solution designs, pricing models, business cases, and proposals in collaboration with Sales Engineering and Product teams.

• Lead negotiations for contracts and Master Service Agreements with Legal, Finance, and Deal Desk.

• Target SLED opportunities, including municipalities, K-12 districts, libraries, and higher education institutions.

• Research E-Rate Form 470 postings and public RFPs, coordinating compliant and competitive responses.

• Collaborate with Operations, Billing, and Customer Support to ensure seamless handoff and positive customer experience.

• Identify growth opportunities within existing accounts.

• Maintain precise pipeline reports, forecasts, and customer records in Salesforce.

• Consistently meet or surpass new revenue targets.

⛳️ Requirements

• Minimum of 3 years of B2B outside sales experience in telecommunications, fiber, or managed technology services.

• Proven history of acquiring new enterprise business and exceeding quotas in a hunter role.

• Demonstrated success in selling complex, multi-site solutions to large organizations.

• Capability to formulate account plans and devise strategies for penetrating large, intricate accounts.

• Strong technical understanding of telecom services and infrastructure, including fiber, Ethernet, TCP/IP networking, and voice (SIP, PRI).

• Experience in negotiating Master Service Agreements and multi-year contracts.

• Ability to construct financial justifications for proposed solutions.

• Familiarity with E-Rate processes, including Form 470 and 471.

• Experience responding to public RFPs through government or educational procurement.

• Skill in coordinating cross-functional teams, including Sales Engineering.

• Exceptional communication and executive presentation capabilities.

• Proficiency in Salesforce or a similar CRM platform.

• Competency in Microsoft Office Suite, including Excel and PowerPoint.

• Valid driver's license and willingness to travel within assigned markets as necessary.

• Preferred: Established connections with enterprise IT and network decision makers.

• Preferred: Experience in selling dark fiber, wavelengths, SD-WAN, cloud connectivity, or managed network solutions to multi-site enterprise clients.

• Preferred: Direct experience in securing E-Rate funded K-12 or library business, or other SLED contracts.

• Preferred: Knowledge of fiber technologies such as GPON and XGS-PON.

• Bachelor’s degree in Business, Telecommunications, Marketing, or a related field, or equivalent work experience (preferred qualification).

🏝️ Benefits

• Competitive salary - base plus commission.

• Medical, Dental, and Vision coverage.

• 401(k) plan with immediate match.

• Up to 20 days of PTO in the first year.

• Company-paid life and disability insurance, along with voluntary supplemental coverage options.

• HSA/HRA contributions and FSA plan.

• Mileage reimbursement.

• Company-provided laptop and cell phone.

• Complimentary Clearwave service for residents in the service area.