Job Responsibilities:

General Summary:

The purpose of the Senior Account Executive (SAE) is to perform as an experienced entry-level sales representative in generating revenue for XO Communications by actively identifying customers and selling XO Communications’ products and services. The Senior Account Executive will have focus on small, typically single location and some multi-location, businesses within an assigned geographic territory with a monthly spend of $1,000 -$5,000.

Call upon prospective and existing customers, assessing customers’ needs, providing product and pricing information, and presenting solutions that meet customer requirements. Partner with customers through strategic and consultative sales approach to understand their business needs, issues, strategies, and priorities to deliver a value-adding business solution. May sell more complex products and services with assistance.

Essential Duties and Responsibilities:

• Attain or exceed monthly sales quota and meet required sales activity levels, including, but not limited to: contacting prospective customers by telephone, cold call premise visits, networking, lead generation, proposal submission and customer appointments.

• Develop prospect target lists including location, interconnection requirements, potential revenue, and other necessary information. Identify, qualify and develop sales opportunities per defined criteria.

• Develop and implement sales plans that provide clearly defined strategies, tactics and timeframes to maximize performance. Provide comprehensive account plans and strategies to win new business from new and existing accounts.

• Maintain competitive advantage and apply sound strategies for protecting accounts and penetrating accounts held by competitors.

• Provide accurate and detailed sales forecast of identified and proposed opportunities ensuring sales quota attainment.

• Prepare and present professional proposals specific to customer needs and that align with their goals, critical success factors, and strategic vision ultimately moving them toward the purchase. Compile sales proposal documents and ensure proper documentation is completed.

• Provide world class customer service. Partner with customers through strategic and consultative sales approach to understand their business needs’, issues, strategies, and priorities to deliver a value-adding business solution. Support the customer: Maintain contact with the customer, assist in problem resolution and seek additional opportunities to meet their needs.

• Demonstrate sales versatility and the ability to adapt to a variety of prospect/customer buying styles.

• Gather information on the customer’s business processes, critical success factors, and competitive standing.

• Develop positive and comfortable relationships with prospects, customers and internal resources. Understand the dynamics of prospective and customer organizations to align appropriately with key decision makers and decision influencers.

• Convey information clearly and efficiently in a way that sets clear expectations and encourages open dialogue and understanding with prospects and customers.

• Participate in all mandatory and voluntary training programs that will enhance knowledge, skills and abilities and maximize performance. Take action to drive personal skill development.

• Partner for success by providing support to team members and collaborate as needed with internal resources to share information, coordinate sales and provide other assistance. Coordinate internal resources to meet customer requirements and expectations. Team with technical, engineering, customer service, and related support staff to ensure end-to-end customer sales and satisfaction; driving new revenue growth and forming satisfied customers.

• Maintains knowledge of XO products and services including features, benefits, changes, applications, ability to be customized, and how to effectively distinguish them from competitor offerings and position them to meet customers’ needs. Continue to train and develop knowledge of new technologies and selling points, including enhancing expertise in data and voice application technologies. Understand and adapt to constantly changing products in a perpetually changing industry.

• Apply business acumen to evaluate customers, develop strategy, and understand business functions and financial data.

• Close sales engagements with customers by gaining commitment to implement the value-adding solution(s).

• Document all initial and on-going customer contacts in the appropriate databases.

• Other duties as assigned.

Minimum Qualifications:

• Education: Bachelor’s degree preferred

• Licensures:

• Relevant Work Experience:

• 2 - 3 years business sales experience. Telecom or high technology industry experience preferred

• Equivalent Education & Work Experience:

• AA degree in telecommunications or related field and 1+ years business to business sales experience or

• 2 years technical experience in telecom or related industry + 1 yr business to business sales experience.

Minimum Qualifications:

Knowledge, Skills and Abilities

• Must be able to attend on-site customer appointments on a daily basis. These customer appointments are, and usually are, in multiple locations.

• Excellent communication, presentation, qualifying, closing, and negotiation skills

• 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

• Able to work in a team environment

• Proven ability to solve client business issues by providing a solution (must be able to articulate ROI)

• Must possess technical knowledge to appreciate the challenges and opportunities posed by developing an integrated communication solution

• Must be able to attend outside client/customer appointments and conduct face-to-face prospecting on a regular basis

Software

• MS Office

Databases

• Customer Contact Database

Operating Systems

• Windows