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Major Account Executive in Government and Education – Spectrum Enterprise


This is a Contract position in Cerritos, CA posted November 17, 2020.

At a glance:Are you a strategic and client-focused sales expert familiar with the needs of government and education organizations? Can you commit to a consultative sales position guiding organizations through the selection of fiber-based networking and managed services? Do you desire a competitive salary with an uncapped sales commission and a focus on professional development?Our company:At Spectrum Enterprise, our goal is to foster an engaging work environment that encourages our team members to reach their full potential. We promote a culture of excellence that celebrates diversity, innovative thinking and dedication to consistently exceeding client expectations.Spectrum Enterprise, a part of Charter Communications, Inc., is a national provider of scalable, fiber technology solutions serving America’s largest businesses and communications service providers. The broad Spectrum Enterprise portfolio includes networking and managed services solutions: Internet access, Ethernet access and networks, Voice and TV solutions. Spectrum Enterprise’s industry-leading team of experts works closely with clients to achieve greater business success by providing solutions designed to meet their evolving needs. More information about Spectrum Enterprise can be found at service and client satisfaction are at the center of your daily focus. As a Major Account Executive, you accelerate business by showcasing how Spectrum Enterprise innovative business solutions simplify technology and communications needs for government and education organizations. Through your expertise and understanding of client needs, you outline uniquely beneficial combinations of our technology products. You are passionate about proactively pursuing new enterprise government and education accounts while managing an existing portfolio. You possess a keen ability for identifying roadblocks and overcoming obstacles to increase business while enhancing the client experience. You excel in an office environment and traveling regularly within a specified footprint to capture accounts. You report directly to the Manager of Sales Strategic Accounts for goals, guidance and assistance.Position benefits:Competitive Salary with Sales IncentivesHealth, Vision and Dental Insurance100% Company Match 401(k) up to 6%Company Funded Retirement Accumulation Plan for an additional 3%Education AssistancePretax Child Care Spending AccountPaid Holidays, Vacation Days, Personal Days and Sick DaysEmployee Discount on Spectrum Services Where AvailableWhat you will do:Be an effective member of the sales team through the achievement of monthly sales and revenue goals.Consult with prospective clients and grow key relationships within named accounts to develop product solutions for their complex business needs.Set up successful sales by navigating government and education procurement processes.Entice clients by creating and presenting product proposals and benefits that align with their needs.Improve sales through the conceptualization and implementation of strategic sales plans.Drive the sales process by conducting face-to-face consultative needs analysis interviews with prospective clients and upsell existing accounts.Self-generate leads by building a network through referrals, prospecting calls, trade shows and peers while maintaining an accurate client database.Qualify leads through the submission of a return on investment (ROI) and accompanying analyses.Conduct tactful and mutually beneficial contract negotiations and conversations with C-Level executives and key decision makers.Maintain quality service and encourage client retention through coordinated efforts with the Account Management team, Sales Engineering and Marketing teams.Develop key sales skills by attending sales meetings and participating in training sessions.Required keys for success:Three or more years of industry experience with outside telecommunications related sales Five or more years of business-to-business (B2B) sales experience with a proven record as a top performer and closerProven network building, negotiation, cold-calling and closing skillsAbility to conduct consultative analysis and quickly provide recommendationsDeadline-driven with the ability to work in a fast-paced ever-changing environmentQuick learner that can apply knowledge in a team environmentValid driver’s license, a safe driving record and the availability to travelEffective written and spoken English communication skills with all levels of an organizationHow you will stand out from the crowd:Two or more years of experience in data, voice, cloud, video solutions or premise-based sales Experience working in, or working with, state/local government and education organizationFamiliar with Salesforce, ICOMS/CSG or other billing systemsProficient in Microsoft Word, Excel, PowerPoint, Outlook and VisioProven track record of B2B and telephone sales, including prospecting callsPositive attitude and confident when presenting technical information to high-level clientsAnalytical and coachable with a proven ability to work independently Familiar with the Spectrum Enterprise product suite and cultureYour education:Bachelor’s Degree in a business-related field or an equivalent combination of education, training, and experience (preferred)