Wholesale Senior Account Executive

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Strategic Account Management:

• Develop and execute comprehensive account plans for a portfolio of high-value, complex clients, ensuring deep understanding of their business objectives, challenges, and long-term vision.
• Serve as a trusted advisor and primary point of contact for key stakeholders, including C-level executives, fostering strong, lasting relationships.
• Proactively identify opportunities for expansion, upselling, and cross-selling within existing accounts to maximize revenue and client lifetime value.
• Lead strategic business reviews with clients, demonstrating value, reporting on performance, and identifying new areas for partnership.

Complex Business Development:

• Drive new business acquisition through strategic prospecting, networking, and leveraging existing relationships for referrals, focusing on enterprise-level opportunities.
• Navigate complex sales cycles, often involving multiple stakeholders and lengthy negotiation processes.
• Develop and deliver compelling, customized presentations and proposals that articulate the unique value proposition of our solutions to address specific client needs.
• Negotiate and close high-value contracts, ensuring mutually beneficial agreements that align with company revenue and profitability goals.

Leadership & Mentorship:

• Act as a subject matter expert and provide guidance, coaching, and mentorship to junior Account Executives.
• Share best practices, sales methodologies, and industry insights to help develop the skills of the broader sales team.
• Contribute to the development and refinement of sales strategies, processes, and tools.

Cross-functional Collaboration & Market Insights:

• Collaborate closely with internal teams, including product, marketing, customer success, and legal, to ensure seamless client experiences and solution delivery.
• Gather and synthesize market intelligence, competitive insights, and client feedback to inform product development and sales strategies.
• Accurately forecast sales pipeline and maintain up-to-date records in the CRM system, providing regular reports to leadership on sales performance and market trends.

EDUCATION, TRAINING, AND EXPERIENCE:

Required:

• Bachelor's degree in Business, Telecommunications, or equivalent practical experience
• 5+ years of telecommunications sales, preferably wholesale sales/carrier relations, or large, complex account management experience.
• Demonstrated success achieving and exceeding revenue objectives.

Preferred:

• Wholesale telecommunications

• Fiber transport and wavelength services

• Dark fiber and IRU agreements

• Ethernet and DIA services

• Carrier relationships and interconnection

• Hyperscaler and data center services

REQUIRED SKILLS:

• Expert-level negotiation, presentation, and communication skills (verbal and written), with the ability to articulate complex solutions clearly and persuasively to diverse audiences, including C-suite executives.
• Strong strategic thinking and problem-solving abilities, capable of understanding intricate client challenges and crafting innovative solutions.
• Exceptional relationship-building skills with a focus on long-term client partnerships.
• Proficiency in CRM software (e.g., Salesforce, HubSpot) and strong analytical skills to leverage data for informed decision-making.
• Highly self-motivated, autonomous, and comfortable working in a fast-paced, target-driven environment.
• Deadline-driven with the ability to multi-task and manage change within a fast-paced environment.
• Analytical thinker with the ability to manage and foster change.
• Coachable with an entrepreneurial spirit and an aptitude to learn the product suite.

TOOLS, EQUIPMENT, AND SOFTWARE:

• Demonstrated knowledge of personal computer applications Microsoft Windows and Microsoft Office, including Microsoft Outlook.
• Demonstrated commitment to and discipline for the use of whichever CRM solution or other tools are defined as mission critical to the work.
• Must have and maintain a valid Driver’s license

WORKING CONDITIONS AND PHYSICAL REQUIREMENTS:

• Mix of indoor work in an office environment and work at and going between prospect locations.
• Frequent utilization of manual dexterity, computer screen(s), teleconferencing technologies and similar tools.
• Frequent travel by vehicle with minimal overnight