Key Account Director, Carrier Sales – Spectrum Enterprise

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Company: Spectrum
Location: Cerritos, CA

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At a glance:
  • Are you a client-focused and growth-motivated sales expert with an understanding of the technology needs of carrier clients?
  • Can you commit to a leadership sales role managing a high performing team of Senior Account Executives?
  • 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 is a national provider of fiber-based technology solutions that believes connectivity is fundamental to the progress of every organization. We are committed to helping our clients achieve greater business success by providing solutions designed to meet their evolving needs. The broad Spectrum Enterprise portfolio includes networking and managed services solutions: Internet access, Ethernet access and networks, Voice and TV solutions. For more information visit enterprise.spectrum.com.

Highlights:

You are passionate about positioning Spectrum Enterprise as the carrier of choice for a client’s current and future technology needs. As the Key Account Director of Carrier Sales, you focus on increasing revenue through the development of strategies and tactics for the entire carrier sales program. Through your expertise and understanding of a client’s fiber communication requirements, you outline unique combinations of our voice, data, and video infrastructure solutions to simplify their business. You proactively manage new and existing carrier accounts through strategic leadership and the successful coordination of resources.
With an emphasis on consultative selling, you lead a team of Senior Account Executives to exceed their targeted goals. You excel at inspiring teams through mentorship, sales training, and feedback. You maximize the client experience through collaboration with Market Development, Construction, Sales Support, Client Services, Product and Marketing. You thrive in an office environment and travel regularly to capture new accounts and support your sales team. You report directly to Director, Carrier Access Sales for goals, guidance and assistance.

Position benefits:

  • Competitive Salary with Sales Incentives
  • Health, Vision and Dental Insurance
  • 100% Company Match 401(k) up to 6%
  • Education Assistance
  • Pretax Child Care Spending Account
  • Paid Holidays, Personal Days, Sick Days and Vacation
  • Employee Discount on Spectrum Services Where Available

What you will do:
  • Accelerate account growth potential by developing and directing medium to long-term account strategy planning for high priority clients.
  • Ensure the account team is effectively implementing the sales strategy for both maintenance and acquisition of incremental revenue through weekly account team strategy meetings.
  • Develop and recommend strategies to protect, grow and diversify client relationships, such as master service agreement (MSA) renewals and product expansions.
  • Influence senior leadership through regular reviews and reports on sales summaries, client retention, business opportunity, funnel growth and competitor and market trends.
  • Maximize face-to-face selling activities by prioritizing team selling strategies and tactics.
  • Create an exceptional client experience through the development of effective partnerships with matrixed teams across the organization.
  • Meet or exceed carrier quotas by selling alongside team members and contributing to the overall team performance.
  • Increase productivity and exceed revenue goals by recruiting, training, motivating and developing a sales team into a productive, cohesive unit focused on selling strategies.
  • Drive account team strategies for retention and growth by conducting one-to-one reviews of each sales team member’s activities and performance.
  • Mitigate risks by complying with all established policies and procedures for Spectrum Enterprise.
  • Perform additional duties related to this position as assigned.

Required keys for success:
  • Three or more years of leadership experience in a competitive telecommunications or cable sales environment
  • Five or more years of Enterprise level account sales experience successfully managing an assigned territory to exceed the assigned quota selling internet, ethernet, cloud and voice services over fiber
  • Strong knowledge of ethernet, cloud services, high-speed data, fiber services and fiber connected networks
  • Focus on delivering and exceeding team-based sales quotas
  • History of developing and executing a strategic account plan customized for key prospects and clients
  • Track record of leading a team and managing processes while organizing, implementing and maintaining sales goals
  • Demonstrated experience leading a team in a high-volume, fast-paced environment requiring teamwork, flexibility and change management
  • Effective organizational development and business analysis skills
  • Experience using client relationship management (CRM) systems such as Salesforce
  • Knowledgeable of telecommunications and networking technologies
  • Proficient in Microsoft Word, Excel, PowerPoint, Outlook and Visio
  • Valid driver’s license, a safe driving record and the availability for travel up to 70% of the time
  • Excellent written and spoken English communication skills with all levels of an organization
Your education:
  • Bachelor’s Degree in a business-related field or an equivalent combination of education, training, and experience (required)