Enterprise Account Executive

Employment Type

: Full-Time

Industry

: Sales



Description

Enterprise Account Executive 

The Enterprise Account Executive is the catalyst behind Frontier Communications’ success as an organization. As a consultative sales professional, the Enterprise Account Executive is responsible for optimizing existing revenue performance within our current Enterprise segments. This is achieved by developing credibility in understanding customer’s external drivers, business objectives and internal challenges to develop strategies and tactics to increase customer retention, improve customer satisfaction, and grow existing revenue.

Additionally, the Enterprise Account Executive must work to develop complete solutions consisting of Frontier’s World Class Products such as, but not limited to, Unified Communications as a Service (UCaas), IT as a Service (ITaaS), Disaster Recovery as a Service (DRaaS), IP-Networking, Security, Managed Wi-Fi, and Advanced Strategic Communications.

Role:

Your role as an Enterprise Account Executive includes:

  • Retain and grow our current customer base
  • Manage and optimize current revenue of existing customer base through retention activities, new product sales, and strategic technology migration
  • Accountable for incremental growth in assigned module(s) consisting of customers in single or multiple vertical industries
  • Manage both pre- and post-sales support resources throughout the sales cycle to retain and leverage customer relationships, provide business solutions, and expand existing revenue base
  • Pre-Sales: Solutions Sales Specialists and Sales Engineers
  • Post-Sales: Project Managers, Engineers, and Customer Service Advisor
  • What makes a good Enterprise Account Executive?

  • Retain and grow Frontier’s current customer base through building strategic partnerships and approaching opportunities through the customer lens
  • Influencing others to act by gaining commitment and agreement on add-on sales solutions
  • Driven to exceed client expectations with our innovative technology solutions
  • Ability to articulate client strategies, using industry knowledge to expand business opportunities
  • Resourceful and able to identify roadblocks and overcome obstacles to increase business while enhancing the client experience
  • Partners with internal teams to ensure operational efficiencies and service
  • Traveling to manage your business accounts in a specified footprint
  • Core Responsibilities:

  • Foster C-level executive relationships with existing customers within assigned customer module
  • Retain current customer base and expand revenue through cross/up-sell opportunities by connecting the client’s business objectives with Frontier Business solution
  • Work with internal teams to ensure operational efficiencies and service levels that meet and exceed customer expectations through strong customer service orientation
  • Develop and implement comprehensive Account Plans for each assigned customer working with cross-functional partners across Frontier to deliver results
  • Creates and delivers face-to-face sales presentations that sell the benefits of Frontier’s products and services to Enterprise customers
  • Improve and maintain current customer satisfaction results (NPS) through engagement and responsiveness to regular surveys and feedback
  • Sales cycle management experience, including Salesforce proficiency
  • Assist the customer in maximizing the return of their investment with Frontier
  • Demonstrate a commitment to excellence (i.e. strong business acumen)
  • Achieves and exceeds all individual, department and budget goals
  • Offers recommendations to sales leadership on new business prospects
  • Consistent exercise of independent judgment and discretion in matters of significance
  • Requirements:

  • Deep understanding of the network attributes, complex communication products, and solutions sought by enterprise level accounts
  • Experience selling telecommunication / network services on a national scale
  • Displays ability to create new demand by proactively bringing new points of view to target accounts
  • Can identify and articulate customer value proposition and links solutions to the customer strategy
  • Bachelor’s degree or Equivalent
  • Candidate must possess a valid state driver’s license and have a clean driving record
  • 5-7 years of business-to-business experience (10+ years preferred) in Enterprise scale companies with a proven, documented track record of success
  • Communications industry experience(s) a plus
  • Deep understanding of the network attributes, complex communication products, and solutions sought by medium, large, and enterprise level accounts (existing)
  • Displays ability to create new demand by proactively bringing new points of view to target accounts
  • Can identify and articulate customer value proposition and links solutions to the customer strategy
  • H.S. Diploma required; Associates Degree preferred, or equivalent relevant experience
  • 5-7 years of business-to-business experience (10+ years preferred) in Medium to Enterprise scale companies with a proven, documented track record of success
  • Communications industry experience(s) a plus
  • * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.


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