Sr Major Account Executive

General Summary:

Generate revenue by selling solution-based products such as VoIP, broadband, and integrated communication services within our middle market business segment. Market focus is on customers whose average monthly telecom spend is $25k - $75k.



Essential Duties and Responsibilities:

? Attain monthly sales quota and meet required sales activity levels, including, but not limited to: contacting prospective customers by telephone, cold call premise visits, networking, lead generation, proposal submission, and customer appointments.

? Develop and implement sales plans that provide clearly defined strategies, tactics, and timeframes to maximize performance.

? Develop, implement, and manage actions to cross-sell and up-sell services to existing customers earning additional business.

? Apply sound strategies for protecting accounts and penetrating accounts held by competitors.

? Prepare and present professional proposals specific to customer needs and that align with their goals, critical success factors, and strategic vision ultimately moving them toward the purchase. Compile sales proposal documents and ensure proper documentation is completed.

? Partner with customers through strategic and consultative sales approach to understand their business needs, issues, strategies, and priorities to deliver a value-adding business solution.

? Provide accurate and detailed sales forecast of identified and proposed opportunities ensuring sales quota attainment.

? Develop and maintain positive and comfortable relationships with prospects, customers, and internal resources. Understand the dynamics of prospective and customer organizations to appropriately align with key decision makers and decision influencers.

? Convey information, verbal and written, clearly and efficiently in a way that sets clear expectations and encourages open dialogue and understanding with prospects and customers.

? Close sales engagements with customers by gaining commitment to implement the value-adding solution(s).

? Participate in all mandatory and voluntary training programs that will enhance knowledge, skills, and abilities and maximize performance and skill development.

? Collaborate with internal resources to share information, coordinate sales, and provide assistance as needed to ensure customer requirements and expectations are met.

? Maintain knowledge of XO products and services including features, benefits, changes, applications, ability to be customized, and how to effectively distinguish them from competitor offerings and position them to meet customers? needs. Understand and adapt to constantly changing products in a perpetually changing industry.

? Document all initial and on-going customer contacts in the appropriate databases.

? Other duties as assigned.



Minimum Qualifications:

? Education: Bachelors degree preferred



? Relevant Work Experience:

? 4 - 5 years business sales experience

? 1 year telecom or high technology industry experience (required)



? XO sales employees with six-months off ramp performance at or above the targeted quota for a Sr MAE will be eligible for consideration





Knowledge, Skills and Abilities

? Must be able to attend on-site customer appointments on a daily basis. These customer appointments are, and usually are, in multiple locations.

? Excellent communication, presentation, qualifying, closing, and negotiation skills

? Advanced account management skills

? Advanced knowledge and experience in Sales Management, Time Management, Business Case & Financial Analysis.

? Advanced understanding and experience in Telecommunications: Voice