ACCOUNT EXEC, ENTERPRISE
Overview
The Account Executive is the catalyst behind Frontier Communications’ success as an organization. As a consultative sales professional, the Enterprise Account Executive is responsible for driving revenue growth and bringing in net new business from prospects and current customers into the large segment accounts. Enterprise Account Executives help solve the business needs of prospects and customers by aligning their needs and objectives with Frontier’s solution(s). Enterprise Account Executives own all opportunities and customers in the large account segment and are responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline.
Strategic Value of Role
Generate revenue for Frontier through new logo acquisition and current customer expansion:
Role
Your role as an Enterprise Account Executive is to close net new business and retain the existing customer base which you are assigned to. As an Enterprise Account Executive, you are responsible for all opportunities and accounts assigned to you in the large segment which are likely to fall across a myriad of industries. This responsibility requires the management of both pre and post-sales support resources throughout sales campaigns. An Enterprise Account Executive reports to a Regional Sales Manager.
The Enterprise Account Executive team is responsible for all customers and opportunities in their segment across Frontier’s business. They fulfill a vital role of leveraging leads provided by Marketing, prospecting new leads, handling different kinds of sales scenarios and ultimately closing sales opportunities. The Enterprise Account Executive’s main goal is to turn as many opportunities into closed-won deals as possible. Once an opportunity has been closed, the Enterprise Account Executive’s job is to help manage the initial phases of post-sales support and ensure implementation is set up according to the commitment. This is achieved through the support of additional resources - such as Pre-Sale Technicians and Sales Engineers and Post-Sales Project Managers, Engineers, and Customer Service Advisors – whose goal is to help you close and fulfill the deal.
Why consider this role?
Responsibilities
Competencies
Summary of competencies necessary to be successful in this position:
Selling Skills |
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Sales Approach |
Handling different sales scenarios; setting agenda; using Call Plans; following sales process guidance and tool usage; adopting best practices; serving as a sales role model to others; thought-leading customers |
Closing Ability |
Winning sales campaigns after they have progressed past Needs Development; closing late stage deals; developing reasons for prospects to act; overcoming late stage deal obstacles; winning confidence and support of late stage new entrants to the sales campaign; experiencing late stage delay |
Retaining Customers |
Gaining customer loyalty; possessing personal connections with accounts; asking for references; preventing customer attrition; serving as a trusted advisor; generating repeat business |
Selling Knowledge |
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Learn New Products |
Demonstrating understanding of new products and solutions; presenting new products to customers; integrating new product solutions into existing campaigns; upselling; generating interest in new products; attaining customer understanding of new solutions and products |
Insight Generation |
The ability to create new demand by proactively brining new points of view to target account. Can find and pinpoint problems and challenge conventional thinking. Pays attention to details and can bring unique value on every customer interaction. |
Intellectual |
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Strategic Skills |
Using methodologies to spot and exploit opportunities in account positioning; managing individual goals that correspond to a region view; understanding and adopting corporate strategic goals; conducting executive-level discussions with senior staff at assigned accounts; producing a strategic territory plan; articulating customer value proposition and linking solutions to the customer strategy |
Leading Edge |
Leading peers in knowledge acquisition; adopting new sales strategies and tactics produced by corporate; integrating new ideas from sales force effectiveness industry into cadence; developing and/or modifying sales-related tools; sharing ideas with group/team members; establishing a reputation from customers for early adoption of leading edge industry-specific ideas |
Social Selling |
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Social Reach |
Establishing a strong virtual network of peers, customers, and executive buyers; Can build and connect with Personas through virtual messaging; Relies on strong network to generate new logo, upsell, and cross-sell opportunities, leverages relationships to build connections in difficult to penetrate accounts. |
Sales 2.0 Skills |
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Business Case Development |
Developing business cases; identifying financial figures of merit; presenting business cases; creating business case without active cooperation of the customer/prospect; creating business case pro-formas to stimulate discussion; developing solution options to gain customer ownership |
Domain Expertise |
Demonstrating market and industry knowledge; maintaining status as a student of specific industry; articulating changing market and products and solutions; leveraging leading edge terminology; explaining complex concepts to all levels in customer orgs based on domain knowledge |
Requirements
Frontier is proud to be an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law
Candidate must have a valid State driver’s license and clean driving record.