Job Title: Service Provider Account Executive

Reports to: SVP Service Provide Sales

Job Summary:

My client is looking for a Service Provider Account Executive to join our world-class revenue team focused on net-new logo acquisition and expanding existing accounts for the largest, most complex Telecommunication Service Providers in the world.

The role of an Account Executive has evolved rapidly in today’s changing environment, with a much stronger connection between Marketing, RevOps, and Sales all partnering to grow revenue. My client has fully embraced the concept of a Revenue Team and is seeking candidates with the specific set of skills required to be an effective Account Executive within the Revenue Team for the largest, most complex Service Providers in the world.

The Account Executive will work with Business Development Reps (BDRs), Marketing, RevOps, AE peers, SEs, Customer Success Managers, Professional Services and the SVP to execute at the point of attack. We have built the foundation for your success; this role requires you to land firmly within the team, focus on learning the problems we solve and the impact to our customers, and take action to be successful!

Duties/Responsibilities:

The Service Provider Account Executive is responsible for exceeding software revenue quota through net-new logo acquisition and expanding existing accounts. You will be expected to engage directly with targeted accounts and will partner with the Business Development (BDR) team as part of converting intent-based opportunities, preparing and executing sales meetings with your Sales Engineering team, and executing on daily tasks in a highly effective manner.

Define and execute sales plans for an assigned segment or account list to exceed software sales goals through prospecting, qualifying, managing, and closing sales opportunities.

• Create a healthy sales pipeline and manage each opportunity through the defined sales process.
• Partner with Marketing and collaborate on executing an Account Based Marketing strategy.
• Coordinate resources throughout the sales cycle, including sales engineering, client-partner execs, architects, sales leaders, and customer success to effectively execute the sales process.
• Participate in team building and company-growth activities, including strategy setting, sales training, marketing efforts, and customer success.
• Create, develop, and maintain executive-level relationships across your accounts that lead to optimal business relationships.
• Perform regular customer/market/product/competitive analyses that enable you to effectively meet account objectives and strategies.
• Negotiate and present account proposals/contracts, gaining internal alignment and approvals within cross-functional partners (finance, legal, RevOps, etc.).
• Drive sales campaigns across a complex, matrixed sales organization.
• Lead and execute joint business planning with customers and regular planning activities to meet sales objectives.
• Help drive account scorecard improvements, identify adoption/expansion opportunities, and secure software renewals.
• Manage and track customer accounts, opportunities, and renewal information in Salesforce.
• Utilize additional tech stack prospecting tools at a proficient level: Outreach, Amazon Quicksight, LinkedIn Sales Navigator, ZoomInfo, and 6sense.

Required Skills/Abilities:

• 5+ years of B2B enterprise software sales experience focused on new logo acquisition, account expansion, and SaaS/Cloud offerings, preferably to the Telecommunications or Service Provider market
• Demonstrated practice of sales methodologies ex. MEDDPICC
• Track record of delivering revenue over target and valuable customer relationships that have shaped your success in previous roles.
• An ambitious, goal-oriented, and customer-focused mindset.
• A basic understanding of Telecommunication companies, Service Provider network, Cloud, and Networking technologies.
• Working knowledge of Service Provider processes such as technology evaluation, budgeting, financial modeling, supply chain, and contract negotiation.
• Demonstrable communication and presentation skills with strong business acumen.
• Experience in territory/business planning, tactical execution, and proven selling strategies within complex account organizations.
• A growth mindset, consistently working to improve your skills and adapt in a constantly changing environment.
• Humble confidence with a bias towards action.

Posted On: Tuesday, May 7, 2024