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For your reference, we have included the original job posting below.
Major Account Executive
Job Number:
44161063
Company Name:
Confidential Company
Job Location:
Grand Rapids, MI Us
Job Category:
Sales & Sales Management
Salary:
$100K+
Major Account Executive
SUMMARY
Generates revenue by selling solution-based services to our enterprise/vertical prospects and customers with large, multi-site accounts that have potential spend of $300k plus in annual revenue. Market focus is 80% on finding new logo opportunities and 20% from growth of base accounts that meets or exceeds established quarterly quota of $21,000.00. Grows and retains revenue for assigned base of existing customers.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:
Develops strategic sales strategy designed to drive business through assigned core vertical markets and large multi-site prospects. Utilizes advanced selling skills and product knowledge to provide market and account penetration.
Teams with Account Development on assigned accounts to develop, implement, and manage actions to cross-sell and up-sell services to existing customers earning additional business.
Generates new business opportunities through a variety of outside sales activities including, prospecting, telemarketing, cold calling, networking, territory planning, lead generation, referral partners, trade shows and relationship building to build funnel that meets or exceeds established monthly funnel and quota requirements.
Partners with customers through strategic and consultative sales approach to understand their business needs, issues, strategies, and priorities to deliver a value-adding business solution.
Develops and maintains positive relationships with prospects, customers, and internal resources. Understands the dynamics of prospective and customer organizations to appropriately align with key decision makers and decision influencers.
Collaborates with internal resources to develop comprehensive sales presentation materials tailored to winning new customers and increasing penetration in existing customers within a defined territory. Also work with other internal resources to complete the order package for the new customer.
Continually enhances product and service knowledge by keeping current on PAETEC products and services through ongoing training provided through internal resources and understand how it applies to prospective business opportunities.
EDUCATION and/or EXPERIENCE
Required: AA/AS degree or equivalent work experience; Minimum of 3 years of outside telecom sales with a proven track record of success in solutions-based technical selling.
Preferred: BA/BS degree or 5 years of related industry experience
ESSENTIAL JOB KNOWLEDGE
Professional Selling Skills
Expert level understanding of telecommunications products and services
CERTIFICATES / LICENSES
A valid driver’s license is required.
DESIRED WORK TRAITS & SKILLS
Proven ability to prospect and uncover new opportunities as well as provide account management functions.
Excellent communication, presentation, qualifying, closing, and negotiation skills.
Demonstrated track record of solution based selling focused on closing customer opportunities .
Proven track record of working and building relationships at all levels.
A professional presence and outstanding presentation skills. Has an ability to present to individual or group on multimedia presentations.
Possess a strong competitive drive, commitment with a strong desire for results in a competitive environment.
A self-starter and adept at multi-tasking in a fast-paced environment.
Strong team player.
Command of technical information related to products and service offerings.
Command of Microsoft Office and be a quick study to learn other software i.e. sales force automation tools.
