Account Executive-Managed Security & Enterprise Solutions

FirstLight • $90K — $110K *

Allentown, PA 18102In-Person

Transportation

5 - 7 years of experience

Today

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Job Overview by Ladders

Qualifications

5+ years of B2B sales experience, preferably in telecom or ISP
Proven track record of exceeding new logo sales quotas
Strong knowledge of telecommunications industry and terminology
Experience selling to Mid-Market, Large Enterprise, Healthcare, and Financial services
BA/BS Degree or equivalent

Responsibilities

Negotiate and close sales opportunities
Identify prospect needs and provide tailored solutions
Develop mastery of FirstLight's product portfolio
Conduct proactive outreach to establish relationships
Build relationships with Economic Buyers in prospect accounts
Support customer retention and expansion through cross/up selling
Provide regular pipeline and forecast reporting through CRM

Benefits

Collaborative work environment
Opportunities for continuous improvement
Access to industry best practices and strategies
Support for professional development
Commitment to excellence and innovation

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Full Job Description

The Account Executive (AE) is the catalyst behind FirstLight's success as an organization. As a consultative sales professional, the Account Executive is responsible for driving revenue growth and bringing in net-new business from prospects and existing customers. Account Executive's own all opportunities for their assigned, named prospect accounts and are responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline.

Job requirements include (but are not limited to):

Negotiate and close as many sales opportunities as possible.
Identify the needs of prospects, provide guidance and solution recommendations to meet those needs, and effectively understand and respond to prospect objections.
Develop a mastery of all FirstLight's broad portfolio of products and services and connect client's business objectives with FirstLight offerings and solutions.
Be proactive in all aspects of opportunity development, including conducting outreach to prospects to establish relationships and identify new sales opportunities.
Build and expand relationships with Economic Buyer in prospect accounts.
Assist the prospect in maximizing the return of their investment with FirstLight
Establish yourself as a 'Trusted Advisor' to the prospect
Support in retaining newly acquired customers and expanding footprint through cross/up sell opportunities.
Stay abreast of competition, competitive issues and products.
Provide regular reporting of pipeline and forecast through the CRM system.
Collaborate with peers and management around ways to continually improve the sales organization.
Provide expertise around areas of interest to discuss industry best practices and development of high-level strategies.
Bring net new and innovative ideas to both the internal team and the customer.
Assist in creating an environment of teamwork and continuous improvement.
Demonstrate a commitment to excellence (i.e. strong business acumen)
Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement.

Job Qualifications & Preferences:

5+ years of B2B sales experience, preferably in a telecom or ISP environment
Proven track record of exceeding new logo sales quotas
Strong knowledge of telecommunications industry and terminology
Experience selling to Mid-Market, Large Enterprise, Healthcare and Financial services, with an emphasis on new logo growth, prospecting, and cold calling.
BA/BS Degree or equivalent

Personal Attributes:

Customer Focused: Approaching all opportunities through the lenses of the prospect or customer
Strategic: Able to prioritize and manage multiple accounts within territory
Persuasive: Achieves 'win-win' positioning, guiding others to change status quo
Resourceful: Able to overcome obstacles and barriers to find appropriate sales solutions

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About FirstLight

FirstLight is a telecommunications company that provides fiber-optic data, internet, and voice services to businesses and organizations. The company's services include cloud computing, data center, and managed services. FirstLight was founded in 1999 and is headquartered in Albany, New York.

Learn more about FirstLight

Size

500 employees

Industry

Transportation

* Ladders Estimates

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