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Enterprise Account Executive I

4 months ago

New Haven, United States Frontier Full time
"When you're in the business of making connections, diversity and inclusion become part of your fiber. We believe in unlocking the power of diversity to drive digital connectivity, so if you feel your experience looks a little different, and you can add value, we encourage you to apply #BuildGigabitAmerica"

Overview

The Enterprise Account Executive I is the catalyst behind Frontier Communications' success as an organization. As a consultative sales professional, the Enterprise Account Executive I is responsible for protecting and growing revenue performance within our current Medium Enterprise segment. This is achieved by managing an assigned base of existing customers as well as selectively acquire new customers.

The Enterprise Account Executive I is expected to develop credibility in understanding customers and prospects requirements through a deep understanding of their business drivers, objectives and challenges, and to propose solutions to those requirements comprised of Frontier's comprehensive portfolio of information and communications technology solutions.

For existing assigned customers, the Enterprise Account Executive I is charged with developing strategies and tactics to increase customer retention, improve customer satisfaction, and grow revenue.

Role

Your role as an Enterprise Account Executive I include:
  • Retain and grow our current customer base.
  • Selectively acquire new customers
  • Manage and optimize current revenue of existing customer base through retention activities, new product sales, and strategic technology migration.
  • Accountable for incremental growth in assigned module(s) consisting of customers in single or multiple vertical industries.
  • Manage both pre- and post-sales support resources throughout the sales cycle to retain and leverage customer relationships, provide business solutions, and expand existing revenue base.
  • Pre-Sales: Solutions Sales Specialists and Sales Engineers
  • Post-Sales: Project Managers, Engineers, and Customer Service Advisor

What makes a good Enterprise Account Executive I?

  • Retain and grow customer base through building strategic partnerships and approaching opportunities through the customer lens.
  • Influencing others to act by gaining commitment and agreement on add-on sales solutions.
  • Ability to articulate client strategies, using industry knowledge to expand business opportunities.
  • Resourceful and able to overcome obstacles and barriers to find appropriate sales solutions.
  • Partners with internal teams to ensure operational efficiencies and service.
  • You are driven to exceed client expectations with our innovative technology solutions. As an Enterprise Account Manager, you focus on consultative sales techniques and highlighting the ways our solutions simplify efforts and improve efficiency for enterprise organizations. Through your expertise and understanding of the client's current and future needs, you outline uniquely beneficial combinations of our voice, data, cloud and video solutions.
  • You are passionate about proactively upselling services to existing clients, renewing and retaining clients and earning back former clients. You have developed a keen ability to identify roadblocks and overcome obstacles to increase business while enhancing the client experience. You excel at traveling extensively to manage your business accounts and recapture clients within a specified footprint. You report directly to the Enterprise Sales Manager for goals, guidance and assistance.

Core Responsibilities
  • Foster extensive relationships with existing and new customers within assigned customer module including C-Level Executives, decision makers, influencers and key users.
  • Retain current customer base and expand revenue through cross/up-sell opportunities.
  • Develop new revenue opportunities by prospecting potential customers.
  • Develop and implement comprehensive Account Plans for each assigned customer working with cross-functional partners across Frontier to deliver results.
  • Improve and maintain current customer satisfaction results through engagement and responsiveness to regular surveys and feedback.
  • Partner collaboratively with paired Customer Service Associate to ensure outstanding customer service and responsiveness.
  • Establish self as a trusted advisor, providing guidance on strategic initiatives in the position to instinctively know how to provide relevant insights.
  • Connect client's business objectives with Frontier Business solutions and effectively understand and respond to customer objections.
  • Partner with pre-sales engagement members to align goals and ensure ongoing refinement.
  • Creates and delivers face-to-face sales presentations that sell the benefits of Frontiers products and services to enterprise customers.
  • Achieves and exceeds all individual, department and budget goals.
  • Serves as a subject matter expert on all Frontier advanced products including Metro Ethernet and fiber services.
  • 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.
  • Consistent exercise of independent judgment and discretion in matters of significance
  • Persists in the face of obstacles through collaborating with multiple cross-functional internal teams to design and implement effective business proposals.

Requirements
  • Deep understanding of the network attributes, complex communication products, and solutions sought by enterprise level accounts .
  • Experience selling telecommunication / network services on a national scale.
  • Displays ability to create new demand by proactively bringing new points of view to target accounts.
  • Can identify and articulate customer value proposition and links solutions to the customer strategy.
  • Bachelor's Degree or Equivalent.
  • Candidate must possess a valid state driver's license and have a clean driving record.
  • 5-7 years of business-to-business experience (10+ years preferred) in Enterprise scale companies with a proven, documented track record of success.
  • Communications industry experience(s) a plus

Frontier salaries estimated by third parties and may or may not reflect actual or total compensation. Please confirm with your recruiter.

We are deeply committed to attracting talented team members in the US from all backgrounds regardless of race, age, gender, ethnicity, religion, sexual orientation, disability status, or nationality. However, at this time, we are not sponsoring any Visas.

Frontier Communications is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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