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, while creating plans for account penetration and growth.

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

• Manage multi-stakeholder sales processes from initial contact to discovery, solution development, proposal, negotiation, and closure.

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

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

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

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

• Seek SLED opportunities, focusing on municipalities, K-12 districts, libraries, and higher education institutions.

• Investigate E-Rate Form 470 postings and public RFPs to organize compliant and competitive responses.

• Work closely with Operations, Billing, and Customer Support to ensure seamless handoff and enhance customer experience.

• Identify growth opportunities within existing accounts.

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

• Regularly achieve or surpass new-revenue targets.

⛳️ Requirements

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

• Proven ability to secure new enterprise business and exceed quotas in a hunter-focused role.

• Track record of successfully selling complex, multi-site solutions to large organizations.

• Capability to create 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.

• Proficient in constructing financial justifications for proposed solutions.

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

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

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

• Excellent communication and executive presentation capabilities.

• Proficient in Salesforce or comparable CRM systems.

• Skilled in Microsoft Office, particularly Excel and PowerPoint.

• Possess a valid driver's license and willingness to travel within assigned markets as required.

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

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

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

🏝️ Benefits

• Competitive compensation - base salary plus commission.

• Comprehensive medical, dental, and vision coverage.

• 401(k) plan with immediate matching contributions.

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

• Company-funded life and disability insurance.

• Optional supplemental coverage choices.

• Contributions to HSA/HRA and FSA plans.

• Mileage reimbursement.

• Company-provided laptop.

• Cell phone provided.

• Complimentary Clearwave Service for residents within the service area.