Strategic Account Executive

This is a fully remote position, open to applicants in Illinois, +6 more states.

📋 Description

• Develop and implement strategies to penetrate large enterprise accounts.

• Analyze organizations to pinpoint decision makers, influencers, and advocates.

• Generate and secure new business through outbound outreach, cold calling, in-person meetings, networking, and referrals.

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

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

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

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

• Direct negotiations of contracts and Master Service Agreements in partnership with Legal, Finance, and Deal Desk.

• Seek opportunities within SLED sectors, encompassing municipalities, K-12 districts, libraries, and higher education institutions.

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

• Collaborate with Operations, Billing, and Customer Support to ensure a seamless transition and enhanced customer experience.

• Identify growth opportunities within existing accounts.

• Maintain precise records of pipeline, forecasts, and customer data within Salesforce.

• Meet or surpass new revenue targets.

⛳️ Requirements

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

• Demonstrated success in acquiring new enterprise business and consistently exceeding quotas in a hunter capacity.

• Proven track record in selling complex, multi-site solutions to large organizations.

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

• In-depth 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.

• Proficiency in constructing financial justifications for proposed solutions.

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

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

• Ability to coordinate cross-functional teams, including Sales Engineering.

• Exceptional communication and executive presentation abilities.

• Experience with Salesforce or comparable CRM software.

• Skilled in Microsoft Office, particularly Excel and PowerPoint.

• Valid driver’s license with the ability 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.

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

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

• Background check, drug screening, and reference verification required for job offer.

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

🏝️ Benefits

• Competitive salary - base pay plus commission.

• Medical, Dental, and Vision coverage.

• 401(k) plan with immediate match.

• Up to 20 days of paid time off in the first year.

• Company-paid life and disability insurance.

• Options for voluntary supplemental coverage.

• Contributions to HSA/HRA and FSA plans.

• Mileage reimbursement.

• Company-provided laptop.

• Cell phone.

• Complimentary Clearwave Service for residents in the service area.