Account Executive I-Acquisition

Company Name:
XO Communications
Position Description
General Summary: Generates revenue by selling XO products and services as a business solution for enterprise customers within targeted On-Net buildings focused on hunter selling responsibilities.
Essential Duties and Responsibilities:
Meets or exceeds assigned sales objectives and monthly net sales quotas by hunting for new logo opportunities within targeted On-Net buildings and driving opportunities through the sales cycle to closure.
Gathers information on the prospects/customer''s business processes, critical success factors, and competitive standing through strategic and consultative sales approach to deliver value-added business solutions.
Prepares and presents professional proposals specific to customer needs and that align with their goals, critical success factors, and strategic vision ultimately moving them toward the purchase. Generates sales proposal documents and ensures proper documentation is completed.
Flourishes in activity based sales model that will require:
Strong focus on setting new appointments on a daily basis;
Creating new funnel opportunities daily;
Following up on existing opportunities.
Collaborates with internal resources (e.g. technical, engineering, customer service and related support staff) to share information, coordinate sales and ensure end-to-end customer sales and satisfaction.
Develops and manages sales funnel to analyze and manage activity and provide accurate and detailed forecasts of identified and proposed opportunities.
Continues to train and develop knowledge of new technologies and selling points, including enhancing expertise in data and IP application technologies.
Applies sound strategies for protecting accounts and penetrating accounts held by competitors.
Participates in all mandatory and voluntary training programs that will enhance knowledge.
Minimum Qualifications
Education: Bachelor's Degree preferred
Relevant Work Experience: 1-3 years sales experience with Business to Business experience preferred; 1-2 years telecom experience preferred
Supervise Staff? No
If yes, please provide list of titles and count.
Knowledge, Skills and Abilities
Basic Computer Skills Required? Yes
Microsoft Word
Microsoft Office
Other Job Specific Skills
Must be able to attend on-site customer appointments on a daily basis, these customer appointments are usually in multiple locations; also must be able to attend outside client/customer appointments and conduct face-to-face prospecting on a regular basis
Excellent communication, presentation, qualifying, closing, and negotiation skills, and experience with a technical service offering; preferably computer or telecommunications technology
Ability to prospect and uncover new opportunities as well as provide account management functions
Proven ability to work in a team environment and to solve client business issues by providing a solution
Must possess technical knowledge to appreciate the challenges and opportunities posed by developing an integrated communication solution
Job ID #: 8820
Location: Waltham, MA
Functional Area: Sales
Department: XO - On-Net Sales
Position Type: Full Time - Regular
Education Required: High School Diploma
Experience Required: 1 - 3 Years

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