Account Manager

1 week ago

Pittsburgh PA USA, United States FirstLight Fiber Full time
About the Role

The Account Executive is a key member of our sales team, responsible for driving revenue growth and bringing in new business from prospects and existing customers. This role requires a consultative sales professional who can identify the needs of prospects, provide guidance and solution recommendations, and effectively understand and respond to prospect objections.

Key Responsibilities
  • Negotiate and close sales opportunities to meet or exceed sales quotas.
  • Develop a mastery of FirstLight's portfolio of products and services and connect client business objectives with FirstLight offerings and solutions.
  • Be proactive in all aspects of opportunity development, including conducting outreach to prospects to establish relationships and identify new sales opportunities.
  • Build and expand relationships with Economic Buyers in prospect accounts.
  • Assist prospects in maximizing the return on their investment with FirstLight.
  • Establish yourself as a 'Trusted Advisor' to the prospect.
  • Support in retaining newly acquired customers and expanding footprint through cross/up sell opportunities.
  • Stay abreast of competition, competitive issues, and products.
  • Provide regular reporting of pipeline and forecast through the CRM system.
  • Collaborate with peers and management around ways to continually improve the sales organization.
  • Provide expertise around areas of interest to discuss industry best practices and development of high-level strategies.
  • Bring net new and innovative ideas to both the internal team and the customer.
  • Assist in creating an environment of teamwork and continuous improvement.
  • Demonstrate a commitment to excellence (i.e. strong business acumen).
  • Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement.
Qualifications & Preferences
  • 5+ years of B2B sales experience, preferably in a telecommunications or ISP environment.
  • Proven track record of exceeding new logo sales quotas.
  • Strong knowledge of the telecommunications industry and terminology.
  • Experience selling to Mid-Market to Large Enterprise, Healthcare, and Financial services, with an emphasis on new logo growth, prospecting, and cold calling.
  • BA/BS Degree or equivalent.
Personal Attributes
  • Customer Focused: Approaching all opportunities through the lenses of the prospect or customer.
  • Strategic: Able to prioritize and manage multiple accounts within territory.
  • Persuasive: Achieves 'win-win' positioning, guiding others to change status quo.
  • Resourceful: Able to overcome obstacles and barriers to find appropriate sales solutions.
Benefits and Compensation

FirstLight offers a competitive benefits package including a comprehensive medical benefit, tuition reimbursement, paid time off, 401(k), and flexible work arrangements. Estimated base annual salary is anticipated to be between $80,000-$85,000.

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