Strategic Account Executive

Clearwave Fiber LLC • Bristol, VA

7d • Remote

About The Position

Clearwave is seeking a Strategic Account Executive in its Strategic Commercial department to win new business from large, complex enterprise organizations and pursue State and Local Government and Education (SLED) opportunities, including E-Rate. The role is remote with travel as needed. The ideal candidate will be located in Bristol, Virginia, the Tri-Cities area, Southwest Virginia, or Central Virginia, including Charlottesville, Roanoke, or Lynchburg.

The Strategic Account Executive develops plans to penetrate enterprise accounts by mapping organizations, identifying decision makers and influencers, and building relationships from technical teams through executive leadership. The position sells sophisticated, multi-site connectivity solutions, translating technical capabilities into business outcomes and financial benefits. It also researches public-sector opportunities and coordinates compliant, competitive proposals and RFP responses with internal teams.

The role partners with Sales Engineering, Product, Legal, Finance, Deal Desk, Operations, Billing, and Customer Support throughout the sales process and customer handoff. It is accountable for maintaining accurate Salesforce records and forecasts and consistently achieving or exceeding new-revenue quotas.

Requirements

• At least 3 years of B2B outside sales experience in telecommunications, fiber, or managed technology services.
• 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 decision makers and influencers.
• Ability to build account plans and strategies for penetrating large, complex accounts.
• Strong technical knowledge of telecom services and infrastructure, including fiber, Ethernet, TCP/IP networking, and voice technologies such as SIP and 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, timely 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 assigned territory and develop account blueprints, including organizational maps, key contacts, and penetration and expansion plans.
• Generate and win new business through outbound outreach, cold calling, in-person visits, networking, and referrals, with an emphasis on acquiring new logos.
• Manage long, multi-stakeholder sales cycles from initial contact through discovery, solution design, proposal, negotiation, and close.
• Sell complex, multi-site connectivity solutions, including dark fiber, dedicated internet access, Ethernet, wavelengths, SD-WAN, VoIP, and managed network services.
• Engage CIOs, CTOs, and other executive buyers, connecting technical capabilities to 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 in coordination with Legal, Finance, and Deal Desk.
• Pursue SLED opportunities with municipalities, K-12 districts, libraries, and higher education institutions.
• Research E-Rate Form 470 postings and other public RFPs and coordinate teams to provide compliant, competitive responses on time.
• Coordinate customer handoffs with Operations, Billing, and Customer Support, and identify account expansion opportunities.
• Maintain accurate pipeline, forecasts, and customer records in Salesforce and meet or exceed new-revenue quotas.

Benefits

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

What This Job Offers

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