Job description

ESSENTIAL DUTIES AND RESPONSIBILITIES: Strategic Account Management: • Develop and execute comprehensive account plans for a portfolio of high-value, complex clients, ensuring deep understanding of their business objectives, challenges, and long-term vision. • Serve as a trusted advisor and primary point of contact for key stakeholders, including C-level executives, fostering strong, lasting relationships. • Proactively identify opportunities for expansion, upselling, and cross-selling within existing accounts to maximize revenue and client lifetime value. • Lead strategic business reviews with clients, demonstrating value, reporting on performance, and identifying new areas for partnership. Complex Business Development: • Drive new business acquisition through strategic prospecting, networking, and leveraging existing relationships for referrals, focusing on enterprise-level opportunities. • Navigate complex sales cycles, often involving multiple stakeholders and lengthy negotiation processes. • Develop and deliver compelling, customized presentations and proposals that articulate the unique value proposition of our solutions to address specific client needs. • Negotiate and close high-value contracts, ensuring mutually beneficial agreements that align with company revenue and profitability goals. Leadership & Mentorship: • Act as a subject matter expert and provide guidance, coaching, and mentorship to junior Account Executives. • Share best practices, sales methodologies, and industry insights to help develop the skills of the broader sales team. • Contribute to the development and refinement of sales strategies, processes, and tools. Cross-functional Collaboration & Market Insights: • Collaborate closely with internal teams, including product, marketing, customer success, and legal, to ensure seamless client experiences and solution delivery. • Gather and synthesize market intelligence, competitive insights, and client feedback to inform product development and sales strategies. • Accurately forecast sales pipeline and maintain up-to-date records in the CRM system, providing regular reports to leadership on sales performance and market trends. EDUCATION, TRAINING, AND EXPERIENCE: Required: • Bachelor's degree in Business, Telecommunications, or equivalent practical experience • 5+ years of telecommunications sales, preferably wholesale sales/carrier relations, or large, complex account management experience. • Demonstrated success achieving and exceeding revenue objectives. Preferred: • Wholesale telecommunications • Fiber transport and wavelength services • Dark fiber and IRU agreements • Ethernet and DIA services • Carrier relationships and interconnection • Hyperscaler and data center services REQUIRED SKILLS: • Expert-level negotiation, presentation, and communication skills (verbal and written), with the ability to articulate complex solutions clearly and persuasively to diverse audiences, including C-suite executives. • Strong strategic thinking and problem-solving abilities, capable of understanding intricate client challenges and crafting innovative solutions. • Exceptional relationship-building skills with a focus on long-term client partnerships. • Proficiency in CRM software (e.g., Salesforce, HubSpot) and strong analytical skills to leverage data for informed decision-making. • Highly self-motivated, autonomous, and comfortable working in a fast-paced, target-driven environment. • Deadline-driven with the ability to multi-task and manage change within a fast-paced environment. • Analytical thinker with the ability to manage and foster change. • Coachable with an entrepreneurial spirit and an aptitude to learn the product suite. TOOLS, EQUIPMENT, AND SOFTWARE: • Demonstrated knowledge of personal computer applications Microsoft Windows and Microsoft Office, including Microsoft Outlook. • Demonstrated commitment to and discipline for the use of whichever CRM solution or other tools are defined as mission critical to the work. • Must have and maintain a valid Driver’s license WORKING CONDITIONS AND PHYSICAL REQUIREMENTS: • Mix of indoor work in an office environment and work at and going between prospect locations. • Frequent utilization of manual dexterity, computer screen(s), teleconferencing technologies and similar tools. • Frequent travel by vehicle with minimal overnight

Requirements

Must-haves

Develop and execute comprehensive account plans for a portfolio of high-value, complex clients, ensuring deep understanding of their business objectives, challenges, and long-term vision.
Serve as a trusted advisor and primary point of contact for key stakeholders, including C-level executives, fostering strong, lasting relationships.
Proactively identify opportunities for expansion, upselling, and cross-selling within existing accounts to maximize revenue and client lifetime value.
Lead strategic business reviews with clients, demonstrating value, reporting on performance, and identifying new areas for partnership.
Drive new business acquisition through strategic prospecting, networking, and leveraging existing relationships for referrals, focusing on enterprise-level opportunities.
Navigate complex sales cycles, often involving multiple stakeholders and lengthy negotiation processes.
Develop and deliver compelling, customized presentations and proposals that articulate the unique value proposition of our solutions to address specific client needs.
Negotiate and close high-value contracts, ensuring mutually beneficial agreements that align with company revenue and profitability goals.
Act as a subject matter expert and provide guidance, coaching, and mentorship to junior Account Executives.
Share best practices, sales methodologies, and industry insights to help develop the skills of the broader sales team.
Contribute to the development and refinement of sales strategies, processes, and tools.
Cross-functional Collaboration & Market Insights:
Collaborate closely with internal teams, including product, marketing, customer success, and legal, to ensure seamless client experiences and solution delivery.
Gather and synthesize market intelligence, competitive insights, and client feedback to inform product development and sales strategies.
Accurately forecast sales pipeline and maintain up-to-date records in the CRM system, providing regular reports to leadership on sales performance and market trends.
Bachelor's degree in Business, Telecommunications, or equivalent practical experience
5+ years of telecommunications sales, preferably wholesale sales/carrier relations, or large, complex account management experience.
Demonstrated success achieving and exceeding revenue objectives.

Nice-to-haves

Wholesale telecommunications
Fiber transport and wavelength services
Dark fiber and IRU agreements
Ethernet and DIA services
Carrier relationships and interconnection
Hyperscaler and data center services

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: ukg
Effort: medium

Benefits

Benefits detected in the listing.

Vision