Strategic Account Executive

This is a fully remote position, open to applicants in Florida.

📋 Description

• Develop and implement strategies to penetrate large enterprise accounts.

• Analyze organizations to identify key decision makers, influencers, and advocates, while crafting account penetration and growth strategies.

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

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

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

• Engage with CIOs, CTOs, and senior executives by translating technical offerings into tangible business results and financial advantages.

• Collaborate with Sales Engineering and Product teams to prepare tailored solution designs, pricing, business cases, and proposals.

• Oversee negotiations for contracts and Master Service Agreements in conjunction with Legal, Finance, and Deal Desk teams.

• Seek out SLED opportunities that involve municipalities, K-12 districts, libraries, and higher education institutions.

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

• Work alongside Operations, Billing, and Customer Support to ensure seamless transitions and a positive customer experience.

• Recognize opportunities for account growth.

• Maintain precise pipeline, forecasts, and customer records using Salesforce.

• Meet or exceed quotas for new revenue generation.

⛳️ Requirements

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

• Proven success in acquiring new enterprise business and surpassing sales quotas in a hunter role.

• Demonstrated ability to sell complex, multi-site solutions to large organizations, effectively navigating various levels of decision makers and influencers.

• 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 technologies (SIP, PRI).

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

• Proven ability to create financial justifications for proposed solutions.

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

• Experience responding to public RFPs through governmental or educational procurement channels.

• Ability to coordinate cross-functional teams, including Sales Engineering, to deliver accurate and timely proposals and RFP responses.

• Exceptional communication and executive presentation abilities.

• Proficiency in Salesforce or similar CRM systems.

• Competence in Microsoft Office applications, particularly Excel and PowerPoint.

• Valid driver's license and willingness to travel within designated markets as required.

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

• Established relationships with enterprise IT and network decision makers.

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

• Direct experience securing E-Rate funded K-12 or library projects, or other SLED contracts.

• Knowledge of fiber technologies including GPON and XGS-PON.

🏝️ Benefits

• Competitive salary with base pay plus commission.

• Comprehensive Medical, Dental, and Vision coverage.

• 401(k) plan with immediate employer matching.

• Up to 20 days of Paid Time Off (PTO) in the first year.

• Company-funded Life and Disability Insurance, along with optional supplemental coverage options.

• Contributions to HSA/HRA and access to FSA plans.

• Mileage reimbursement for travel expenses.

• Provision of a company laptop and cell phone.

• Complimentary Clearwave Service for residents in the service area.