Enterprise Sales Account Executive

3 days ago

Miami, Florida, United States Lightpath Full time
Job Summary

The Enterprise Account Executive is responsible for developing advanced relationships with Lightpath named target companies and existing assigned Customer accounts. This role requires little direct supervision and has the discretion to engage in negotiations and solution development in support of the needs of our largest and most complex accounts.

Responsibilities
  • Develop a strategic account plan for all assigned prospects and customer accounts in collaboration with the Director of Sales.
  • Execute the plan using an understanding of our prescribed methodology and prior sales experience to develop relationships and navigate a complex customer hierarchy to reach the highest decision-making level possible.
  • Secure appointments with mid-level and C-level executives and conduct a well-defined, consultative sales process consistent with our approved sales approach.
  • Engage with Sales Support, Operations, Contracts Management, Engineering, and other relevant technical personnel from Lightpath Business operational groups to bring the appropriate knowledge and skill set to the customer in order to develop appropriate solutions that fit the customer's needs.
  • Effectively manage all complex RFI/RFP processes initiated by assigned customers to ensure that Lightpath Business has the best possible response.
  • Attend and successfully complete all required sales, product, and process training sessions, and take personal responsibility for professional development in order to increase your skills as a Salesperson.
  • Develop, package, and present comprehensive custom-tailored solutions in concert with Operational and Engineering Teams to the customer in a complete and professional manner.
  • Effectively manage all aspects of solution, pricing, and contractual negotiations to ensure the customer's needs are balanced with favorable terms for Lightpath.
  • Be proactive and keep up with our ever-changing industry with regards to new product offerings, industry changes, emerging technology, and competitor actions.
  • Submit weekly sales forecasts, expense reports, call reports, as well as other reports on time and when required by Sales Management.
  • Consistently and completely utilize and exploit our Sales Force Automation system and database tools, and enter all activity related to sales activity into the system daily.
  • Work within all company guidelines to ensure compliance to all industry-wide regulations and proactively seek the advice and assistance of your supervisor whenever needed.
  • Assist the Director of Sales with mentoring and coaching of Account Executives to develop their skills and knowledge.
Qualifications
  • 5+ years prior sales experience with large accounts required.
  • Demonstrated ability to develop, manage, and close sales opportunities on a consistent basis, following a prescribed methodology.
  • Highly organized, and data-driven, with a demonstrated ability to accurately forecast sales results, and meet all sales goals.
  • Demonstrated ability to make professional presentations to customers and prospects and communicate complex technical issues in layman's terms.
  • Solid understanding of telecommunications and Information technology concepts and fundamentals.
  • Proven history of excellent customer service and ability to build solid customer relationships with a full understanding of the dynamics and techniques of relationship management.
Education
  • College degree or relevant experience.

Lightpath is an Equal Opportunity Employer committed to recruiting, hiring, and promoting qualified people of all backgrounds regardless of gender, race, color, creed, national origin, religion, age, marital status, pregnancy, physical or mental disability, sexual orientation, gender identity, military or veteran status, or any other basis protected by federal, state, or local law.

Lightpath collects personal information about its applicants for employment that may include personal identifiers, professional or employment-related information, photos, education information, and/or protected classifications under federal and state law. This information is collected for employment purposes, including identification, work authorization, FCRA-compliant background screening, human resource administration, and compliance with federal, state, and local law.

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