Strategic Account Executive – Telecom

📋 Description

• Foster initial customer interactions and cultivate executive sponsorship within intricate buying committees.

• Methodically create new leads and opportunities in the targeted market using contemporary enterprise prospecting and partner/channel strategies, as needed.

• Manage the complete cycle of enterprise sales: discovery, solution alignment, business case/ROI, pilots/POCs, proposal, negotiation, and closure—with a focus on establishing multi-year relationships and expansion.

• Develop and implement strategic account plans (utilizing the ValueSelling Framework®) to acquire new business and enhance existing accounts.

• Assess opportunities and align with customer priorities across planning/engineering, field operations, construction, IT, and security stakeholders.

• Deliver comprehensive solutions (including AI-enabled functionalities when applicable), articulate unique value, and communicate roadmap developments clearly and convincingly.

• Navigate enterprise procurement, legal, privacy, and security review processes; negotiate commercial terms at senior levels.

• Keep precise pipeline, forecasting, and activity reporting in CRM; collaborate closely with Solution Consultants, Customer Success, and Product teams to drive results and incorporate market insights back into the roadmap.

⛳️ Requirements

• Over 5 years of experience in closing complex B2B enterprise software deals (SaaS and/or PaaS), including multi-year contracts.

• Established track record of selling enterprise solutions within the North American telecom sector; experience with Tier 1 & 2 accounts is highly desirable.

• Proven capability to cultivate and utilize executive-level relationships and to engage with multi-stakeholder buying committees.

• Comfortable addressing both business and technical stakeholders; possesses strong discovery, storytelling, and value/ROI articulation skills.

• Experience in selling rapidly evolving solutions (e.g., AI/analytics/automation-enabled products) and the ability to set clear expectations regarding capabilities, roadmap, and risks.

• Strong strategic sales acumen to manage large, complex, and global accounts; disciplined in account planning and execution (ValueSelling, MEDDICC, or similar methodologies).

• Familiarity with telecom network planning/engineering, field operations, and construction workflows is an advantage.

• Willingness and ability to engage in sales activities at all levels, from outbound prospecting to contract negotiation.

• Exceptional organizational skills and meticulous attention to detail; strong pipeline management and forecasting discipline.

• Must possess authorization to work in the United States.

🏝️ Benefits

• Comprehensive health coverage — we cover 100% of monthly Medical, Dental & Vision premiums for you and your family.

• Life/AD&D/STD/LTD insurance: monthly premiums are paid 100% for employee.

• SHINE employee ownership program.

• Generous PTO + 8 paid holidays + 2 floating holidays.

• Paid volunteer day each year.

• Enhanced maternity leave policy.

• 401(k) Safe Harbor contribution, with day-one vesting.

• Mentor program.

• Home office support for remote workers.

• Flexibility & Work-Life Balance.