Strategic Account Executive

Clearwave Fiber LLC • Savannah, TN

2d • Remote

About The Position

Clearwave is seeking a technical telecommunications sales hunter to target, penetrate, and win large, complex enterprise organizations by selling sophisticated connectivity solutions. The role also pursues State and Local Government and Education (SLED) opportunities, including E-Rate. The ideal candidate is located in the Savannah / Coastal, Georgia area; the position is remote with travel as needed.

The Strategic Account Executive builds and executes plans to break into large enterprise accounts, maps organizations, identifies entry points, and develops relationships with technical influencers and executive decision makers. The position applies technical selling expertise to design solutions that address business challenges and pursues SLED and E-Rate opportunities as an additional source of growth.

Requirements

• At least 3 years of B2B outside sales experience in telecommunications, fiber, or managed technology services, with a proven record of winning new enterprise business and exceeding quota in a hunter role.
• Demonstrated success selling complex, multi-site solutions to large organizations and navigating multiple levels of decision makers and influencers.
• Ability to build account plans and develop strategies for penetrating large, complex accounts.
• Strong technical knowledge of telecommunications services and infrastructure, including fiber, Ethernet, TCP/IP networking, and voice (SIP, PRI).
• Experience negotiating Master Service Agreements and multi-year contracts, and building financial justification for recommended solutions.
• Working knowledge of E-Rate, including the Form 470 and 471 process, and experience responding to public RFPs through government or education procurement.
• Ability to coordinate cross-functional teams, including Sales Engineering, to produce accurate, on-time proposals and RFP responses.
• Excellent communication and executive presentation skills.
• Experience with Salesforce or a similar CRM, and proficiency with Microsoft Office, including Excel and PowerPoint.
• Valid driver's license and ability to travel within assigned markets as needed.

Nice To Haves

• Established relationships with enterprise IT and network decision makers.
• Experience selling dark fiber, wavelengths, SD-WAN, cloud connectivity, or managed network solutions to multi-site enterprise customers.
• Direct experience winning E-Rate-funded K-12 or library business, or other SLED contracts.
• Knowledge of fiber technologies including GPON and XGS-PON.
• Bachelor's degree in Business, Telecommunications, Marketing, or a related field, or equivalent work experience.

Responsibilities

• Identify and target large enterprise accounts in the territory and develop account blueprints covering organizational mapping, decision makers, influencers, champions, and plans for entry and expansion.
• Prospect and win new business through outbound outreach, cold calling, in-person visits, networking, and referrals, with a focus on acquiring new logos.
• Lead multi-stakeholder sales cycles from initial contact through discovery, solution design, proposal, negotiation, and close.
• Sell complex, multi-site solutions, including dark fiber, dedicated internet access, Ethernet, wavelengths, SD-WAN, VoIP, and managed network services.
• Engage CIOs, CTOs, and other executive buyers, translating technical capabilities into business outcomes and financial benefits.
• Prepare customized solution designs, pricing, business cases, and proposals in partnership with Sales Engineering and Product teams.
• Lead contract and Master Service Agreement negotiations with Legal, Finance, and Deal Desk.
• Pursue SLED opportunities, including municipalities, K-12 districts, libraries, and higher education; research E-Rate Form 470 postings and public RFPs; and coordinate compliant, competitive responses with Sales Engineering, Pricing, Legal, and Compliance.
• Partner with Operations, Billing, and Customer Support to ensure smooth handoffs and customer experience, and identify account expansion opportunities.
• Maintain accurate pipeline, forecasts, and customer records in Salesforce, and consistently achieve or exceed new-revenue quotas.

Benefits

• Competitive pay consisting of base pay plus commission.
• Medical, dental, and vision coverage.
• 401(k) with immediate company match, with company contributions vested upon hire.
• Up to 20 days of PTO in the first year.
• Company-paid life and disability insurance, plus voluntary supplemental coverage options.
• HSA/HRA contributions and an FSA plan.
• Mileage reimbursement, company laptop, and cell phone.
• Complimentary Clearwave service for employees living in the service area.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed