Strategic Account Executive

Clearwave Fiber LLC • Atlanta, GA

1d • Remote

About The Position

Clearwave is seeking a technical telecom sales hunter to win large, complex enterprise accounts and pursue State and Local Government and Education (SLED) opportunities, including E-Rate. The Strategic Account Executive develops account-entry plans, maps organizations and decision makers, builds relationships from technical influencers through executive buyers, and sells connectivity solutions that address business challenges. The role is remote with travel as needed; the ideal candidate is located in the North Atlanta area, including Atlanta SE within approximately 50 miles.

The position involves managing long, multi-stakeholder sales cycles and selling multi-site services such as dark fiber, dedicated internet access, Ethernet, wavelengths, SD-WAN, VoIP, and managed network services. The executive partners with Sales Engineering, Product, Legal, Finance, Deal Desk, Operations, Billing, and Customer Support to develop proposals, negotiate contracts, ensure smooth customer handoffs, and identify account expansion opportunities. SLED work includes researching E-Rate Form 470 postings and public RFPs and coordinating compliant, competitive responses.

Clearwave is an independent fiber provider that, following its combination with Point Broadband, is expanding its organization, investing in fiber infrastructure, and accelerating growth.

Requirements

• At least 3 years of B2B outside sales experience in telecommunications, fiber, or managed technology services, with a 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 telecom services and infrastructure, including fiber, Ethernet, TCP/IP networking, and voice services such as SIP and PRI.
• Experience negotiating Master Service Agreements and multi-year contracts and building financial justification for proposed 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 assigned territory and create account blueprints covering organizational structure, decision makers, influencers, champions, and plans for entry and expansion.
• 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 services 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.
• Develop 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 with municipalities, K-12 districts, libraries, and higher education institutions.
• Research E-Rate Form 470 postings and public RFPs and coordinate compliant, competitive responses with Sales Engineering, Pricing, Legal, and Compliance.
• Coordinate with Operations, Billing, and Customer Support to ensure smooth handoffs and customer experiences, and identify expansion opportunities in won accounts.
• Maintain accurate pipeline, forecasts, and customer records in Salesforce.
• Consistently achieve 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 living in the service area.

What This Job Offers

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