Strategic Account Executive

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

📋 Description

• Develop and implement strategies to penetrate large enterprise accounts.

• Analyze organizational structures to pinpoint decision makers, influencers, and advocates within IT, network, operations, finance, procurement, and executive teams.

• 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, negotiation, and closing.

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

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

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

• Oversee contract and Master Service Agreement negotiations with Legal, Finance, and Deal Desk teams.

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

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

• Work closely with Operations, Billing, and Customer Support to ensure seamless transitions and exceptional customer experiences.

• Discover expansion opportunities within acquired accounts.

• Keep precise records of pipeline, forecasts, and customer information in Salesforce.

• Regularly meet or surpass new revenue targets.

⛳️ Requirements

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

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

• Track record of effectively selling complex, multi-site solutions to large organizations while navigating various decision-making layers.

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

• Strong technical expertise in 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 developing financial justifications for suggested solutions.

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

• Proficient in coordinating cross-functional teams, including Sales Engineering, to generate accurate and timely proposals and RFP responses.

• Exceptional communication and executive presentation abilities.

• Experience using Salesforce or a similar CRM system.

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

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

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

🏝️ Benefits

• Competitive compensation package with base salary plus commission.

• Comprehensive medical, dental, and vision coverage.

• 401(k) plan with immediate company match.

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

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

• Contributions to HSA/HRA and FSA plans.

• Mileage reimbursement for travel-related expenses.

• Company-provided laptop and cell phone.

• Complimentary Clearwave Service for residents within the service area.