Major Account Executive in Government and Education – Spectrum Enterprise

Full Time Latham, New York Posted 06/25/2021 Areas of interest: Account Management, Business Development, Enterprise Sales, Sales Requisition Number: 285307BR SCM260
At a glance:
  • Are you a strategic and client-focused sales expert familiar with the needs of government and education organizations?
  • Can you commit to a consultative sales position guiding organizations through the selection of fiber-based networking and managed services?
  • Do you desire a competitive salary with an uncapped sales commission and a focus on professional development?
Our company:

At Spectrum Enterprise, our goal is to foster an engaging work environment that encourages our team members to reach their full potential. We promote a culture of excellence that celebrates diversity, innovative thinking and dedication to consistently exceeding client expectations.

Spectrum Enterprise, a part of Charter Communications, Inc., is a national provider of scalable, fiber technology solutions serving America’s largest businesses and communications service providers. The broad Spectrum Enterprise portfolio includes networking and managed services solutions: Internet access, Ethernet access and networks, Voice and TV solutions. Spectrum Enterprise’s industry-leading team of experts works closely with clients to achieve greater business success by providing solutions designed to meet their evolving needs. More information about Spectrum Enterprise can be found at enterprise.spectrum.com.

Highlights:

Quality service and client satisfaction are at the center of your daily focus. As a Major Account Executive, you accelerate business by showcasing how Spectrum Enterprise's innovative business solutions simplify technology and communications needs for government and education organizations. Through your expertise and understanding of client needs, you outline uniquely beneficial combinations of our technology products.

You are passionate about proactively pursuing new enterprise government and education accounts while managing an existing portfolio. You possess a keen ability for identifying roadblocks and overcoming obstacles to increase business while enhancing the client experience. You excel in an office environment and traveling regularly within a specified footprint to capture accounts. You report directly to the Manager of Sales, Strategic Accounts for goals, guidance and assistance.

Position benefits:
  • Competitive salary with sales incentives.
  • Health, vision and dental insurance.
  • 100% company match 401(k) up to 6%.
  • Company funded retirement accumulation plan for an additional 3%.
  • Education assistance.
  • Pretax childcare spending account.
  • Paid holidays, vacation days, personal days and sick days.
  • Employee discount on spectrum services where available.
What you will do:
  • Be an effective member of the sales team through the achievement of monthly sales and revenue goals.
  • Consult with prospective clients and grow key relationships within named accounts to develop product solutions for their complex business needs.
  • Set up successful sales by navigating government and education procurement processes.
  • Entice clients by creating and presenting product proposals and benefits that align with their needs.
  • Improve sales through the conceptualization and implementation of strategic sales plans.
  • Drive the sales process by conducting face-to-face consultative needs analysis interviews with prospective clients and upsell existing accounts.
  • Self-generate leads by building a network through referrals, prospecting calls, trade shows and peers while maintaining an accurate client database.
  • Qualify leads through the submission of a return on investment (ROI) and accompanying analyses.
  • Conduct tactful and mutually beneficial contract negotiations and conversations with C-Level executives and key decision makers.
  • Maintain quality service and encourage client retention through coordinated efforts with the Account Management team, Sales Engineering and Marketing teams.
  • Develop key sales skills by attending sales meetings and participating in training sessions.
Required keys for success:
  • Three or more years of industry experience with outside telecommunications related sales.
  • Five or more years of business-to-business (B2B) sales experience with a proven record as a top performer and closer.
  • Proven network building, negotiation, cold-calling and closing skills.
  • Ability to conduct consultative analysis and quickly provide recommendations.
  • Deadline-driven with the ability to work in a fast-paced ever-changing environment.
  • Quick learner that can apply knowledge in a team environment.
  • Valid driver’s license, a safe driving record and the availability to travel.
  • Effective written and spoken English communication skills with all levels of an organization.
How you will stand out from the crowd:
  • Two or more years of experience in data, voice, cloud, video solutions or premise-based sales.
  • Experience working in, or working with, state and local government or education organization.
  • Familiar with Salesforce, ICOMS, CSG or other billing systems.
  • Proficient in Microsoft Word, Excel, PowerPoint, Outlook and Visio.
  • Proven track record of B2B and telephone sales, including prospecting calls.
  • Positive attitude and confident when presenting technical information to high-level clients.
  • Analytical and coachable with a proven ability to work independently.
  • Familiar with the Spectrum Enterprise product suite and culture.
Your education:
  • Bachelor’s degree in a business-related field or an equivalent combination of education, training, and experience (preferred).
SCM260 285307 285307BR

Our Commitment During COVID-19 Your health and safety is important to us, as such we’re using virtual recruiting tools to safely meet with qualified candidates. We are working in the office, following CDC guidelines.

Get to Know Us Charter Communications is known in the United States by our Spectrum brands, including: Spectrum Networks, Spectrum Enterprise and Spectrum Reach. When you join us, you’re joining a strong community of more than 95,000 individuals working together to serve more than 31 million customers in 41 states. Watch this video to learn more.

Who You Are Matters Here We’re committed to growing a workforce that reflects our communities, and providing equal opportunities for employment and advancement. Learn about our inclusive culture.

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