Major Account Executive

Windstream Communications Herndon , VA 20171

Posted 2 months ago


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.

Minimum Requirements:

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.

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Indirect Account Executive Single Family And Multi Dwelling

Cox Auto Inc

Posted 1 week ago

VIEW JOBS 10/12/2019 12:00:00 AM 2020-01-10T00:00 At Cox, we connect people to the things they love. Now we'd like to connect with you. Cox Communications is looking for sharp talent to join our team and be the voice of our brand. As an Indirect Account Executive (Multi Dwelling Units and Single Family Dwellings) you will influence and collaborate directly with industry partners, including but not limited to property owners/managers/developers, realtors, and business owners to increase revenue generation, market penetration, and drive sales indirectly through negotiated business-to-business contracts. At Cox Communications, our employees are our most important resource. To demonstrate the value we place in our employees, we offer: * Competitive base salary plus unlimited commission potential * Generous benefits to include healthcare day one, paid time off and 401(k) matching * Free Internet and other Cox discounted services * Career development programs and ongoing training, including tuition assistance * Future career growth and promotional opportunities Primary Responsibilities and Essential Functions * Negotiates and establishes profitable residential service agreements based on strategic, financial, legal, and operational criteria. Ensures that all agreements/contracts are accurate, complete, profitable, and align with company standards and system strategies. Implements and ensures internal and property owner compliance to residential agreements/contracts. * Identifies revenue generating opportunities for the company and assesses service opportunities in territory (potential sales, areas of proposed expansion, etc.). Evaluates the value and serviceability of potential communities (ROI assessments, financial models, data analysis, etc.). Evaluates the performance of current contracts with management and account management team on an ongoing basis to verify service value is maximized (revenue, sales volume, etc.). Continuously designs and implements strategies to maximize the number of profitable contracts signed, community service rights retained and performance of contracts. * The ability to position, build relationships, and negotiate with C-level officers with the company. * Research, prospect, and call on properties to schedule meetings with MDU decision makers. Assesses the telecommunications/entertainment needs of potential clients, delivers product presentations and suggests solutions that complement the customers' business strategies. Understands every line in Cox's agreements, their purpose and implication to Cox and our customer base. * Proactively manages all aspects of the MDU agreement during all phases of the agreement lifecycle (launch, implementation, renewal, etc.). Continuously follows up on each agreement to ensure customer satisfaction. Serves as key point of contact for relevant industry partners, ensuring timely response and resolution to any issues/inquiries. With other departments, guides accuracy and compliance of bulk rate increases, revenue share payments, contract fulfillment process, data reporting, strategy in accordance with ATL and local requirements, etc. * Serves as a community ambassador of Cox Communications that is recognized as a subject matter expert on MDU matters. Establishes a presence in the community through participation and leadership of relevant boards, groups, and committees. Develops and cultivates long term relationships with industry partners (i.e. builders, attorneys, consultants, developers, property owners, property managers, HOAs, etc.) in order to maximize Cox's opportunity to have a seat at the negotiation table, revenue growth and drive product penetrations. * Proactively identifies strategies and plans to address competitor activity in a very fluid, competitive market. Shares feedback and tactics with local and global teams to address competitive activities in territory. Remains current on competitor activities, pricing, and product offerings, negotiation offers to highlight CCI's competitive advantages. * Identifies, recommends, and supports initiatives that can be utilized by the team to drive sales production and/or increase go-to-market efficiencies. * Partners interdepartmentally to maximize service rights and drive penetrations in assigned territories (i.e. construction design, Commercial Business, etc.). * Remains current on changes to agreement/contract regulations and corporate/system procedures; completes all required and/or recommended training. * Drives to continually learn and implement best-in-class sales, customer support, functional, technical, and strategic best practices - both with customers and with internal stakeholders. * Maintains the highest ethical sales practices and presents a professional image. * Provides market feedback to corporate MDU Sales leadership to help shape and change market strategies. Qualifications: Minimum * High School Diploma; GED or equivalent work experience * 8 or more years of experience required in related field (i.e. Marketing, Sales, Sales Operations, etc.) * 5 or more years of experience required if candidate possesses a related advanced degree * Requires strong knowledge of CRM tools, database tools, Microsoft Word, Excel, PowerPoint, SPSS, & SAS. * Excellent interpersonal, leadership, presentation, and collaborative skills to work effectively with teams throughout organization. * Adept at data analysis and interpretation to make data based decisions. Uses data to evaluate whether potential MDU agreements add value to the company and determine if further penetration is possible from existing agreements. * Strong understanding of business acumen * Strong sales and negotiation/strategic prudence. * Maintains a global perspective by continuously protecting Cox's best interests. Demonstrates ability to accurately advise company on opportunities and fiscally conservative strategies. * Ability to identify market trends and communicate to Corporate. Preferred * BS/BA degree in related discipline strongly preferred. * Experience in telecommunications industry desired. About Cox Communications Cox Communications is committed to creating meaningful moments of human connection through broadband applications and services. The largest private telecom company in America, we proudly serve six million homes and businesses across 18 states. We're dedicated to empowering others to build a better future and celebrate diverse products, people, suppliers, communities and the characteristics that makes each one unique. Cox Communications is the largest division of Cox Enterprises, a family-owned business founded in 1898 by Governor James M. Cox. Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes. Cox Auto Inc Herndon VA

Major Account Executive

Windstream Communications