Account Executive

1 day ago

Albany, New York, United States FirstLight Full time
Job Title: Account Executive

FirstLight is a leading telecommunications company that is committed to innovation and excellence. We are dedicated to providing cutting-edge solutions to our customers while fostering a dynamic and inclusive workplace culture.

Job Summary

The Account Executive is a key role in driving revenue growth and bringing in net-new business from prospects and existing customers. This position is responsible for owning all opportunities for assigned, named prospect accounts and coordinating resources and managing the sales campaign across the entire opportunity pipeline.

Key Responsibilities
  • Negotiate and close sales opportunities to drive revenue growth.
  • Identify prospect needs and provide guidance and solution recommendations to meet those needs.
  • Develop a mastery of FirstLight's broad portfolio of products and services and connect client business objectives with FirstLight offerings and solutions.
  • Be proactive in 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 investment with FirstLight.
  • Establish a trusted advisor relationship with prospects.
  • 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 to continually improve the sales organization.
Qualifications and Preferences
  • 5+ years of B2B sales experience, preferably in a telecom or ISP environment.
  • Experience in the SLED vertical preferred.
  • Knowledge of Erate, RFP/Q/B, government contracting, and higher education market required.
  • Proven track record of exceeding new logo sales quotas.
  • Strong knowledge of 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. Pay ranges represent a good faith annual estimate at the time of the job posting. Actual pay will be based on multiple factors including experience, skill sets, location, internal equity, and market rates.
About FirstLight
  • FirstLight provides fiber-optic data, Internet, data center, cloud, and voice services to enterprise and carrier customers throughout the Northeast connecting more than 13,000 locations in service with more than 125,000 locations serviceable by our more than 25,000-route mile network.
  • FirstLight is committed to cultivating and preserving a culture of diversity and inclusion. We recognize that our differences are assets that strengthen us as a team, and FirstLight is committed to fostering an environment where everyone feels welcomed, valued, respected, and recognized.

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