Enterprise Account Executive II

Profile

OverviewThe Enterprise Account Executive II is the catalyst behind Frontier Communications’ success as an organization. As an experienced, consultative sales professional, the Enterprise Account Executive II is responsible for protecting and growing revenue performance within our current Medium to Large Enterprise segment. This is achieved by managing an assigned base of existing customers as well as selectively acquiring new customers.The Enterprise Account Executive II is expected to develop credibility in understanding customers and prospects requirements through a deep understanding of their business drivers, objectives and challenges, and to propose solutions to those requirements comprised of Frontier’s comprehensive portfolio of information and communications technology solutions.For existing assigned customers, the Enterprise Account Executive II is charged with developing strategies and tactics to increase customer retention, improve customer satisfaction, and grow revenue.Role                                                                                              Your role as an Enterprise Account Executive II includes:Retain and grow our current customer baseSelectively acquire new customersManage and optimize current revenue of existing customer base through retention activities, new product sales, and strategic technology migrationAccountable for incremental growth in assigned module(s) consisting of customers in single or multiple vertical industriesManage both pre- and post-sales support resources throughout the sales cycle to retain and leverage customer relationships, provide business solutions, and expand existing revenue basePre-Sales: Solutions Sales Specialists and Sales EngineersPost-Sales: Project Managers, Engineers, and Customer Service AdvisorWhat makes a good Enterprise Account Executive II?Retain and grow customer base through building strategic partnerships and approaching opportunities through the customer lensInfluencing others to act by gaining commitment and agreement on add-on sales solutionsAbility to articulate client strategies, using industry knowledge to expand business opportunitiesResourceful and able to overcome obstacles and barriers to find appropriate sales solutionsPartners with internal teams to ensure operational efficiencies and serviceCore ResponsibilitiesFoster extensive relationships with existing and new customers within assigned customer module including C-Level Executives, decision makers, influencers and key usersRetain current customer base and expand revenue through cross/up-sell opportunitiesDevelop new revenue opportunities by prospecting potential customersDevelop and implement comprehensive Account Plans for each assigned customer working with cross-functional partners across Frontier to deliver resultsImprove and maintain current customer satisfaction results (NPS) through engagement and responsiveness to regular surveys and feedbackPartner collaboratively with paired Customer Service Associate to ensure outstanding customer service and responsivenessEstablish self as a trusted advisor, providing guidance on strategic initiatives in the position to instinctively know how to provide relevant insightsConnect client’s business objectives with Frontier Business solutions and effectively understand and respond to customer objectionsPartner with pre-sales engagement members to align goals and ensure ongoing refinement RequirementsMinimum of 5-9 years of business-to-business experience in Medium to Large sized companies with a proven, documented track record of success in:Complex and Consultative Sales EnvironmentSelling individual products and integrated complex communication solutions throughout an organizationTelecommunications industry experience(s) a plusMinimum of an Associates Degree, Bachelor’s Degree preferred; or equivalent relevant experienceDeep understanding of the network attributes, complex communication products, and solutions sought by medium enterprise level companiesDisplays ability to create new demand by proactively bringing new points of view to target accountsCan identify and articulate customer value proposition and links solutions to the customer strategyConsistently demonstrate the ability to convert qualified leads into sales opportunitiesStrong presentation skillsSales cycle management experience, including Salesforce proficiencyCandidate must possess a valid state driver's license and have a clean driving record

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