Sr. Enterprise Account Executive - Government/ Federal Accounts
Company: Frontier Communications
Location: Charleston
Posted on: January 9, 2021
Job Description:
Federal Enterprise Account ExecutiveFrontiers Government Sales
Channel is expanding, and we are seeking qualified government Sales
Executives. The Enterprise Account Executive is the catalyst behind
Frontier Communications' success as an organization. As a
consultative sales professional, the Federal Enterprise Account
Executive is responsible for increasing Frontiers valuation through
new logo acquisition and current customer expansion. 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 Federal 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 a Federal
Enterprise Account Executive includes:
- Leverage and build relationships with Stakeholders through
direct sales prospecting and business development activities
- Accountable for new incremental growth in assigned target
accounts within your segment which will fall in single or multiple
vertical industries
- Manage and optimize current revenue of existing Federal
customer base through retention activities, new product sales, and
strategic technology migration
- 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
AdvisorWhat makes a good Federal Enterprise Account Executive?
- Responsible for the end-to end management and capture of IT
services opportunities in assigned and aligned Federal and DOD
accounts. Your primary responsibility will be the conversion of
sales leads into quantifiable revenue. Capture activities include;
account and opportunity strategy, competitive positioning,
effective teaming and partner alignment, and proposal strategies
and development.
- You will establish deep business and technical relationships
through your knowledge of the customer's mission and the
environment. You will have day-to-day interactions with Federal
executives, solutions providers, partners and other
internal/external stakeholders to execute project/customer
requirements, address current program issues and develop account
strategies.
- 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
footprintCore Responsibilities:
- Identify and develop relationships with newly identified
prospects within assigned account module(s)
- Retain current Federal 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 Federal
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 Federal
Agencies
- Experience selling telecommunication / network services on a
national scale
- Displays ability to create new demand by proactively bringing
new points of view to target Federal accounts
- Can identify and articulate customer value proposition and
links solutions to the customer strategy
- 5-7 years of business-to-business experience (10+ years
preferred) in Enterprise scale companies with a proven, documented
track record of success
- 2 years of sales experience in working with the Federal
Government
- Proven track record of successfully selling in the Federal
segment
- Experience is using SAM.gov or FedBizopps
- Coordination, development, and delivery of RFIs, RFQs, and RFP
for Federal segment
- Bachelor's degree or Equivalent
- Candidate must possess a valid state driver's license and have
a clean driving record
Keywords: Frontier Communications, Charleston , Sr. Enterprise Account Executive - Government/ Federal Accounts, Government & Protective Services , Charleston, West Virginia
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