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Responsible for the consultative selling of connectivity and managed telecommunications services to senior executives for the acquisition and management of large multi-site and multi-location commercial accounts including the retail, health care, technology and hospitality/hotel sectors. Focused on new logo acquisition and driving growth from existing logos in selling Company Business Class Products including Managed Router, Managed Security, Managed Wi-Fi and Professional services, Metro Ethernet and fiber services for national account clients with large bandwidth requirements. Develops a sales strategy to create effective enterprise account plans and delivers sales proposals to prospective accounts, closes business deals and exceeds pre-determined budgeted sales objectives. Demonstrates effectiveness in leading national enterprises through evaluation and adoption of complex technology solutions in an average 9-18 months selling cycle with Fortune 100 size accounts. Has in-depth experience, knowledge and skills in the art of the complex sale. Determines own work priorities.
Demonstrates strategic thinking, analysis, and insights to cultivate an account planning strategy to achieve sales goals, both with new logo acquisition and existing logos.
Advise complex enterprise organizations on different Company technologies and deliver strong influence/selling skills across the entire sales cycle including opportunity analysis, account discovery, proposition presentation, objective handling, and offer negotiation.
Creates, delivers, and leads face-to-face sales presentations to cross-functional C-level executives, including regular interaction with the CEO and senior leadership that sell the benefits of Company products and services to enterprise customers.
Persists in the face of obstacles through collaborating with multiple cross-functional internal teams to design and implement effective business proposals.
Actively generates new leads with targeted businesses through various prospecting activities, including cold calling, canvassing, customer referrals, and partner relationships.
Achieves and exceeds all individual, department and budget goals.
Serves as a subject matter expert on all Managed Router, Managed Security, Managed Wi-Fi and Professional services, Metro Ethernet and fiber services for national account clients with large bandwidth requirements [including Fortune 100 with <1000 locations]
Maintains and builds customer relationships to drive customer retention; works with internal teams to ensure operational efficiencies and service levels that meet and exceed customer expectations through strong customer service orientation with excellent follow up.
Offers recommendations to sales leadership on new business prospects through the review of sales records and activity reports.
Develops sales territory, including cultivation of local partnerships and organizational affiliations in the retail, health care, technology and hospitality sectors.
Consistent exercise of independent judgment and discretion in matters of significance.
Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) and overtime as necessary.
Other duties and responsibilities as assigned.
Minimum Job Requirements:
Bachelor’s Degree or Equivalent
Requires 10-15 years of telecom & enterprise sales
Working knowledge of Company website & prospecting tools
Strongly preferred to have worked within a 'Food and Beverage' account vertical
Employees at all levels are expect to:
Understand our Operating Principles; make them the guidelines for how you do your job
Own the customer experience-think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services
Know your stuff-be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences
Win as a team-make big things happen by working together and being open to new ideas
Be an active part of the Net Promoter System-a way of working that brings more employee and customer feedback into the company-by joining huddles, making call backs and helping us elevate opportunities to do better for our customers
Drive results and growth
Respect and promote inclusion and diversity
Do what's right for each other, our customers, investors and our communities
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