Major Account Executive, Government & Education - Spectrum Enterprise

About Spectrum Enterprise

Spectrum Enterprise, a part of Charter Communications, is a national provider of scalable, fiber-based technology solutions serving many of America's largest businesses and communications service providers.

The broad Spectrum Enterprise portfolio includes Internet access, Ethernet access and networks, Voice and TV solutions extending to Managed IT solutions, including Application, Cloud Infrastructure and Managed Hosting Services offered by Spectrum's affiliate, Navisite. Our industry-leading team of experts work closely with clients to achieve greater business success by providing these right-fit solutions designed to meet their evolving needs. For more information, visit

Job Summary

The Major Account Executive in Government/Education 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 & Responsibilities

  • Actively hunt within a defined geography and vertical for fiber based services
  • 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
  • Conducts face-to-face consultative needs analysis interviews with prospective customers
  • Prepares and presents professional sales proposals and presentations that align with client business goals and objectives
  • 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

Required Qualifications

  • Preferred experience within the State/Local Government and/or Education vertical
  • Strong cold calling (prospecting / door knocking) for new clients
  • Hunter mindset to find new Government/Education logos and negotiate contracts
  • Successful history of B2B selling
  • Can work in a fast pace ever changing environment
  • Ability to read, write, speak and understand English
  • Ability to travel (including during inclement weather) to and from assigned territories and company facilities using a reliable personal vehicle
  • 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

Preferred Qualifications

  • Proven sales ability of data, voice, cloud and/or video solutions within industry or Premise Based Voice and
  • Data product sales
  • Salesforce experience is a plus
  • Demonstrated success as a top sales performer, consistently exceeding revenue quota
  • Has the mentality that the base “pays the bills” and the commission earns your lifestyle
  • Has the aptitude to learn the product suite and the “Charter way
  • Coachable, yet has an entrepreneur spirit
  • Positive attitude, inner drive to push themselves
  • Analytical/interpersonal skills
  • Ability to manage and foster change
  • Demonstrated proficiency with Word, Excel, PowerPoint


  • Bachelor's degree from a four-year college or university preferred (Business-related field).

Related Work Experience

  • Minimum of three years of outside telecommunications related sales with a proven track record of successfully exceeding sales objectives
  • Preferably selling data, voice and/or video solutions in the telecommunications business-to-business industry

Working Conditions

  • Normal office conditions

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