Strategic Account Executive

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

📋 Description

• Develop and implement strategies to penetrate large enterprise accounts.

• Analyze organizations to identify key decision makers, influencers, and advocates within IT, network, operations, finance, procurement, and executive teams.

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

• Manage complex sales cycles involving multiple stakeholders from initial contact through discovery, solution design, proposal, negotiation, and closing.

• Market intricate, multi-site connectivity solutions such as dark fiber, dedicated internet access, Ethernet, wavelengths, SD-WAN, VoIP, and managed network services.

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

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

• Investigate E-Rate Form 470 postings and public RFPs, coordinating cross-functional teams to provide compliant, competitive responses promptly.

• Work alongside Operations, Billing, and Customer Support for seamless transitions and customer experiences.

• Identify growth opportunities within existing accounts.

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

• Consistently meet or surpass new revenue targets.

⛳️ Requirements

• A minimum of 3 years of B2B outside sales experience in telecommunications, fiber, or managed technology services, with a proven history of acquiring new enterprise business and exceeding quotas in a hunter role.

• Proven track record of successfully selling intricate, multi-site solutions to large organizations and navigating various layers of decision makers and influencers.

• Ability to create account plans and devise strategies for penetrating large, complex 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, along with the ability to build financial justifications for proposed solutions.

• Familiarity with E-Rate, including the Form 470 and 471 processes, and experience in responding to public RFPs through government or educational procurement.

• Capable of coordinating cross-functional teams, including Sales Engineering, to deliver accurate and timely proposals and RFP responses.

• Exceptional communication and executive presentation skills.

• Proficient in Salesforce or similar CRM, and skilled in Microsoft Office, including Excel and PowerPoint.

• Valid driver’s license with the ability to travel within assigned markets as necessary.

• Established relationships with enterprise IT and network decision makers.

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

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

• 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.

• Successful completion of background checks, drug screenings, and reference checks are mandatory as a condition of employment.

🏝️ Benefits

• Competitive compensation - base salary plus commission.

• Medical, Dental, and Vision insurance.

• 401(k) with Immediate Matching – secure your future with company contributions vested upon hiring.

• Up to 20 Days of Paid Time Off in the First Year.

• Company-Paid Life and Disability Insurance – with optional supplemental coverage options.

• HSA/HRA Contributions and FSA Plan.

• Mileage Reimbursement.

• Company Laptop.

• Cell Phone.

• Complimentary Clearwave Service – available for residents within our service area.