The Major Account Executive role is strategic in nature and is responsible for acquiring and managing new, enterprise commercial customers. Individuals in this position are responsible for showing prospective clients how Spectrum Enterprise's innovative business solutions will help satisfy their growing complex technology and communications needs.
MAJOR DUTIES AND RESPONSIBILITIES
Develops and implements sales plans for assigned portfolios, including clearly defined strategies that maximize revenue opportunities of new clients
Responsible for achieving and exceeding monthly revenue sales quota across all products
Understands the communication needs of enterprise business clients and designs solutions to meet those complex business needs
Develop customer centric solutions and deliver sales proposals on product features and benefits to CIO, CTO, etc
Conducts face-to-face consultative needs analysis interviews with prospective customers
Self-generates leads through industry networking, vertical trade shows and working defined “named account” lists
Qualifies new leads and requests site surveys to determine serviceability of prospects, including submission of ROI analysis to sales management
Responsible for the account management and upsell of “named accounts” as assigned
Maintains all sales databases necessary to report sales activity and customer information
Works with the Account Management team to ensure timely handoff of most sold accounts for ongoing management and retention
Works in conjunction with other business services support groups, including sales engineering, sales support and marketing personnel
Skills/Abilities and Knowledge
5+ years telecommunications B2B sales experience
Experience in vertical or working on embedded accounts required
Must have proven ability to meet $5000/monthly quota in Fiber based internet, data, and voice services at the C-Suite
Strong presentation ability at C-Suite required since they develop customer centric solutions and deliver proposals on product features and benefits to CIO, CTO, etc.
Ability to read, write, speak and understand English
Ability to travel 75% of the time (including during inclement weather) to and from assigned territories and company facilities using a reliable personal vehicle
Ability to utilize their resources (Sales Engineers)
Demonstrated success as a top sales performer, consistently exceeding revenue quota
Proven business-to-business sales experience with “C level” decision makers
Strong working knowledge of computer networking, LAN and WAN technologies, high-capacity and fiber connected networks required
Excellent communication, presentation, closing and negotiation skills
Must have the ability to learn quickly and apply that knowledge, along with the ability to work in a team
Valid and active State driver’s license and safe driving record required.
Attends all sales meetings and training sessions as required by management
Skills/Abilities and Knowledge
Positive attitude, inner drive to push themselves.
Coachable, yet has an entrepreneur spirit
Has the aptitude to learn the product suite and the “Charter way”
Has the mentality that the base “pays the bills” and the commission earns your lifestyle.
Cultural Fit – Industry knowledge, Attitude, Aptitude
Ability to manage and foster change
Demonstrated proficiency with Word, Excel, PowerPoint
Minimum of High School diploma or equivalent from an accredited organization required; Bachelor's degree from a four-year college or university preferred (Business-related field).
Related Work Experience Number of Years: 5
Five or more years of telecommunications sales with a proven track record; exceeding revenue quotas; preferably selling data, voice and/or video solutions in the telecommunications business-to-business industry
Normal office conditions