Senior Account Executive - Telecommunications

Senior Account Executive - Telecommunications

SUMMARY

Generates new business opportunities by selling solution based services in assigned geographical/vertical prospects and customers through outside sales activities focused on selling PAETEC’s data and voice products to businesses.  Focuses on driving profitable revenue into multi-site opportunities that meet or exceed established monthly quota of $4,000.  90% focused on new logo acquisition.  May have limited base account responsibility in partnership with Account Development.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:

• Develops and implements an effective business plan focused on new business opportunities, using a consultative strategy to effectively communicate PAETEC’s value proposition to prospective customers.  This includes identifying and creating a vertical/geographical market strategy to target companies, determine overall revenue opportunity within geographic area and create an overall go-to-market strategy. 

• Develops and executes a daily activity model to build a 30/60/90 day funnel to include ongoing cold calling, prospecting, telemarketing, territory planning, referral partners, and relationship building strategies designed to meet or exceed monthly quota.

• Teams with Account Development to develop, implement and manage actions to cross-sell and up-sell services to existing customers with objective of earning additional business.

• Develops and maintains positive relationships with prospects, customers and internal resources. . Understand the dynamics of customer organizations to align appropriately with key decision makers and decision influencers. Determine needs, identify opportunities, and determine the overall opportunity for the customer to effectively present the most appropriate solution.
  
  
• Creates a disciplined approach to monthly forecasting requirements based on forecasting criteria.  Manage and maintain all customer prospecting & forecasting information using sales online tools.  Provides continual updates to ensure most accurate information available.

• Collaborates with internal resources to develop comprehensive sales presentation materials tailored to winning new customers and close business.  Develops a sound presentation and closing strategy that will win business.

• Continually enhances product and service knowledge by keeping current on PAETEC products and services through ongoing training provided through internal resources and understand how it applies to prospective business opportunities.  Takes action to drive personal skill development.
  
  
• Mentors and teams with Account Executives. 

EDUCATION and/or EXPERIENCE

Required:   AA/AS Degree or equivalent work experience; 2-3 years in sales with related industry experience and a proven track record of success in technical selling.

Preferred:   BA/BS Degree or 3-5 years of telecommunications industry experience.

ESSENTIAL JOB KNOWLEDGE

• Professional Selling Skills

• In-depth knowledge of telecommunications voice and data products

CERTIFICATES / LICENSES

A valid driver’s license is required.

DESIRED WORK TRAITS & SKILLS;  

• Must possess strong sales skills with a solutions based approach and a professional presence.
• Excellent communication, presentation, qualifying, closing, and negotiation skills.  Able to present at the executive level.
• Strong organizational skills, prospecting, and follow-up skills.
• Demonstrated team player.
• Possess a strong competitive drive, commitment with a strong desire for results.
• A self-starter and adept at multi-tasking in a fast-paced environment.
• Strong technical aptitude with an ability to pick up product and technical knowledge quickly.
• Possess a strong command of Microsoft office skills and other online applications. 
• Proven ability to partner with other sales resources to create a winning sales strategy.

Individuals of all ages, genders, races, colors, national origins and religions are encouraged to apply for employment