Strategic Major Account Executive

Spectrum; Fenton (MO); On-site; USD 120,000 - 180,000; Full time

Job summary

Spectrum is seeking a Strategic Major Account Executive to drive growth with large enterprise clients. You will build executive-level relationships and deliver voice, data, cloud and video solutions through a consultative sales process.

Office-based role with significant travel to client sites; you’ll develop proposals, negotiate Master Service Agreements, and manage the sales cycle from prospecting to service implementation, earning quotas and rewards.

Qualifications

• High school diploma or equivalent from an accredited organization (GED).
• Bachelor's degree in a business-related field or equivalent combination of education, training and experience.
• 4+ years of B2B sales experience selling data, voice, cloud or video solutions to multi-location enterprise accounts.

Responsibilities

• Cultivate and maintain key business relationships with large enterprise accounts, selling Spectrum Business services across assigned territory or market segment
• Achieve monthly revenue quotas in data, phone, cloud and video sales by identifying target markets and contacts for Spectrum's enterprise product portfolio
• Conduct daily field sales activities with frequent travel to customer locations, using cold calling and networking to generate new business
• Develop professional proposals, negotiate contracts with CEO and CTO-level executives and manage the sales cycle from prospecting through service implementation
• Deliver customer-centric solutions by presenting product features and benefits and facilitating technical and business conversations
• Maintain accurate sales activity reports, including sales funnels, forecasts and call logs
• Build relationships in the corporate and IT community, consistently achieving monthly sales quotas
• Collaborate with area peers to acquire referrals and grow market presence

Skills

Enterprise sales

C-level negotiations

Technical solution selling

Sales forecasting & reports

Networking (TCP/IP)

Salesforce

Billing systems (ICOMS/CSG)

MS Office/Visio

Education

Bachelor's degree in business or related field

Tools

ICOMS/CSG

Salesforce

Visio

Job description

This role requires the ability to work lawfully in the U.S. without employment-based immigration sponsorship, now or in the future.

Want to leverage your technical selling expertise and business acumen to drive growth for large enterprise clients? As a Strategic Major Account Executive at Spectrum, you will build lasting partnerships and deliver tailored voice, data, cloud and video solutions to new and existing customers. Your consultative approach and ability to navigate high-level technical and executive relationships will be instrumental in achieving both your and Spectrum's business goals in the enterprise space.

How You Will Make an Impact

• Cultivate and maintain key business relationships with large enterprise accounts, selling Spectrum Business services across assigned territory or market segment
• Achieve monthly revenue quotas in data, phone, cloud and video sales by identifying target markets and contacts for Spectrum's enterprise product portfolio
• Conduct daily field sales activities with frequent travel to customer locations, using cold calling and networking to generate new business
• Develop professional proposals, negotiate contracts with CEO and CTO-level executives and manage the sales cycle from prospecting through service implementation
• Deliver customer-centric solutions by presenting product features and benefits and facilitating technical and business conversations
• Maintain accurate sales activity reports, including sales funnels, forecasts and call logs
• Build relationships in the corporate and IT community, consistently achieving monthly sales quotas
• Collaborate with area peers to acquire referrals and grow market presence

Working Conditions

Office-based role with significant travel required to customer locations, including travel during inclement weather using a reliable personal vehicle

Required Qualifications

Education

High school diploma or equivalent from an accredited organization (GED)

Experience

Experience selling technical solutions to corporate executives and outside sales to enterprise clients.

Skills

• Read, write, speak and understand English
• Quick to conduct cost analyses and provide product recommendations
• Proficiency in Microsoft Excel, Word, PowerPoint and Visio
• Experience with ICOMS/CSG or other billing systems
• Knowledge of complex services, telecommunications infrastructure and equipment (Routers, Switches, Frame Relay, ATM, SONET, Ethernet)
• Understanding of TCP/IP networking, network security, firewalls and telephony products (T1, PRI, SIP)
• Familiarity with business software, hardware applications, Intranets and Salesforce
• Experience negotiating Master Service Agreements and selling financial/business benefits, closing sales and presenting technical solutions
• Valid and active State driver's license with a safe driving record

Preferred Qualification

Education

Bachelor's degree in a business-related field or equivalent combination of education, training and experience

Experience

4+ years of B2B sales experience selling data, voice, cloud or video solutions to multi-location enterprise accounts

Skills

• Demonstrated success as a top sales performer consistently exceeding revenue quotas
• Aptitude for learning the Spectrum product suite
• Ability to translate technical information for customers and work confidently with high-level management
• Experience in identifying and cultivating market opportunities

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