Major Account Executive
Windstream Enterprise has an immediate need for a Major Account Executive interested in working alongside fellow WE employees in building a foundation for our customers' success. We do this by acting as Pathfinders, pursuing a daily dedication to the following behaviors:
We approach each situation with a responsive and highly agile style, always meeting customers on their own terms.
We take the time to listen, learn and acknowledge the context of a customer's pain points.
We dig deeper into problems and seek new and better answers for our customers' unique requirements.
We guide customers towards the right solutions by leveraging our deep expertise and portfolio of innovative next-generation technology.
We deliver a direct response to our customer's needs, focusing on technologies that set the stage for growth.
As a Windstream Enterprise Major Account Executive, you will:
Meet or exceed company sales metrics by gaining profitable business from both existing customers and new logo Fortune 1000 companies through a strategic and consultative approach and becoming a recognized expert in the marketplace.
Gain access to Fortune 1000 C-level executives at targeted companies in the area by prospecting deep and wide within the organization; leverage relationships with referral partners and key industry partners; communicate and collaborate with other internal sales teams; gain referrals from current customers.
Generate sales to new logo enterprise-sized companies by developing executive sponsorship with top-level influencers; build long-term, mutually beneficial relationships with all influencers; listen to learn all critical business issues (CBIs) and wins/losses of all influencers; develop and execute a strategic approach for selling multiple complex solutions with multiple buying influencers; challenge conventional thinking to enhance credibility and establish differentiation from competitors; present the company brand ; research public and private company information; gain insight of prospect's business strategy; analyze prospect's competitive market and compare it with similar companies.
Organize internal resources appropriate for each customer opportunity; deliver customized solutions which exceed customer expectations and address CBIs.
Generate additional sales to existing customers by enhancing and strengthening relationships with C-Level executives and earning "trusted advisor" status with all levels of the organization through a collaborative and consultative approach; influence future business and operational initiatives by continually updating the customer on how to leverage new product offerings to achieve desired results; develop and maintain a strategic plan for future sales; manage multiple complex opportunities at the same time.
Follow a disciplined, structured sales process for complex sales by deploying solution selling and strategic selling tools and techniques; submit activity and results reports on time; manage sales opportunity progress through Salesforce; submit accurate orders in a timely manner.
Achieve expert status in the marketplace by demonstrating Windstream Enterprise cultural beliefs; properly preparing for each customer interaction; applying superior salesmanship and persuasive presentation skills at the Executive Level; viewing customer objections as a natural part of the process and maintaining poise under pressure to seamlessly handle those objections; use analytics to track and improve performance; effectively manage time; stay abreast of industry trends to improve business acumen.
College degree or equivalent and 8 years field sales experience directly related to job (outside, direct sales experience) or 12 years job-related field sales experience; or an equivalent combination of education and job-related field sales experience required.