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Major Account Executive Generalists - Spectrum Enterprise

Date posted 12/17/2018 Requisition Number: 232262BR-2 Location: United States - Virginia - Reston Area of Interest: Sales, Telecommunications Position Type: Full Time
Spectrum Enterprise is a national provider of scalable, fiber-based networking and managed services solutions. Solutions include Internet access, Ethernet, Managed Network Services, Voice solutions, TV solutions, Managed Application, Cloud Infrastructure and Managed Hosting Services. We work closely with clients to achieve greater business success by providing these right-fit solutions designed to meet their evolving needs. For more information, visit enterprise.spectrum.com. The broad Spectrum Enterprise portfolio includes Internet access, Ethernet access and networks, Voice and TV solutions extending to Managed IT solutions, including Application, Cloud Infrastructure and Managed Hosting Services offered by its affiliate, Navisite. We work closely with clients to achieve greater business success by providing these right-fit solutions designed to meet their evolving needs.

The Highlights

The Major Account Executive Generalist is a consultative field sales position responsible for voice, data and video sales within a defined sales territory.
In this hybrid account executive/account management role, your quota structure will be comprised of 80 percent new sales within the territory and 20 percent renewal sales from the territory’s existing client base.
  • What you will do
  • Conduct proactive consultative needs analysis with new prospective clients, including the development of client-centric product solutions
  • Develop relationships with existing clients to upsell new business and secure contract renewals
  • Understand the communication needs of medium and large business clients and the design solutions to meet those complex business needs
  • Achieve a $5,000 monthly revenue quota in data, phone and video sales
  • Design, develop and present sales proposals and presentations on product benefits
  • Self-generate leads by contacting prospective clients via telephone, cold call premises visits, networking and industry events
  • Qualify new leads and request site surveys to determine serviceability of prospects, including submission of return on investment analysis to sales management
  • Maintain all sales databases necessary to report sales activity and client information
  • Work with the Account Management team to ensure timely handoff of sold accounts for ongoing management and retention
  • Work in conjunction with other business services support groups, including Sales Engineering, Sales Support and Marketing
  • Attend all sales meetings and training sessions required by management
Required keys for success
  • Three or more years of sales experience exceeding revenue quotas
  • Working knowledge of computer networking, LAN and WAN technologies, high-capacity and fiber connected networks
  • Strong networking, negotiation and closing skills
  • Excellent verbal, written and interpersonal communication skills
  • Ability to multitask and work efficiently and effectively within required deadlines
  • Ability to learn quickly and apply knowledge
  • Ability to work in a team environment
  • Valid driver’s license with satisfactory driving record
​​How you will stand out from the crowd
  • Three or more years of sales experience exceeding revenue quotas selling data, voice and/or video solutions in the telecommunications business-to-business industry
  • Strong experience using CRM systems (Salesforce)
  • Experience with Microsoft Office (Excel, Word, PowerPoint, Outlook)
Your education
  • High School Diploma (required)
  • Bachelor's Degree in business related field (preferred)
What you can expect
  • Office environment

The Spectrum brands (including Spectrum Networks, Spectrum Enterprise and Spectrum Reach) are powered and innovated by Charter Communications. Charter Communications reaffirms its commitment to providing equal opportunities for employment and advancement to qualified employees and applicants. Individuals will be considered for positions for which they meet the minimum qualifications and are able to perform without regard to race, color, gender, age, religion, disability, national origin, veteran status, sexual orientation, gender identity, or any other basis protected by federal, state or local laws.

FCC Unit: HQ452 Business Unit: Spectrum Enterprise Apply Later

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