Strategic Account Manager - Fiber Carriers

SBA•Boca Raton, FL

About The Position

The Strategic Account Manager supports business development activities that generate revenue-producing opportunities, assets, and transactions. The role involves researching and analyzing sales opportunities; preparing executive-level proposals, presentations, and collateral; reporting on business development progress; maintaining CRM records; and building relationships with key stakeholders. The position also collaborates with partners and cross-functional teams to develop opportunities, negotiate partnerships, and execute business development strategies. It requires knowledge of data communications sales, carrier and hyperscaler/cloud markets, and fiber and next-generation carrier services. Domestic travel is required approximately 30% of the time, as needed.

Requirements

High school diploma or GED and 10+ years of business development experience in the hyperscale and/or cloud vertical; alternatively, a bachelor's degree in Business Administration, Marketing, or Communications and 5–10 years of relevant experience.
Demonstrated success in hyperscaler, cloud, or data center sales and/or carrier sales.
Strong experience and relationships to leverage sales and new-logo onboarding in the hyperscaler and cloud and/or carrier segments.
Experience in data communications sales or service, consultative sales techniques, and account planning.
Technical skills and product knowledge of Dark Fiber, Wavelength, Spectrum, and next-generation services from the carrier application perspective.
Experience with financial models and sales opportunity analysis, such as ROI and IRR.
Proficiency with CRM platforms such as Microsoft Dynamics 365 or Salesforce.com is highly desired.
Advanced proficiency with Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook.
Ability to travel domestically approximately 30% of the time, as needed.
Valid government-issued driver's license.
Ability to communicate effectively by telephone, business correspondence, and in person.

Nice To Haves

Bachelor's degree in Business Administration, Marketing, or Communications.
Proficiency with CRM platforms such as Microsoft Dynamics 365 or Salesforce.com.

Responsibilities

Support sales and business development lead generation through extensive research and analysis.
Prepare customized executive-level proposals, presentations, and collateral for internal and external executives.
Produce monthly, quarterly, and annual reports tracking business development opportunities.
Develop and maintain CRM account, contact, and opportunity records for department leaders and team members.
Build and nurture strong relationships with key stakeholders in target organizations.
Collaborate with partners to explore new business opportunities, negotiate partnerships, and develop mutually beneficial deal points.
Use consultative sales techniques and account-planning practices, including account profiling, positioning strategy, customer needs analysis, opportunity development, service improvement planning, and long-range client management.
Apply technical knowledge of Dark Fiber, Wavelength, Spectrum, and next-generation services from the carrier application perspective.
Use financial models and analysis related to sales opportunities, including ROI and IRR.
Participate in trade conferences to expand the company's market awareness.
Travel to customer meetings, conferences, and other events as requested by management.
Communicate effectively by telephone, business correspondence, and in person.
Collaborate with sales, marketing, operations, and other cross-functional teams to execute business development strategies and initiatives.
Perform other projects and duties as assigned.

Benefits

401(k) retirement savings plan with company match and profit sharing, where applicable.
Company equity stock plan opportunities, where applicable.
Medical, dental, and vision insurance with employer contributions toward coverage.
Paid parental leave.
Company-paid life insurance and short- and long-term disability, where eligible.
Wellness programs and resources, including an employee assistance program and well-being initiatives.
Paid time off and company-paid holidays.
Flexible work arrangements, including an allotment of remote workdays per year depending on the role.
Education assistance and professional development, certification, or licensing support, where eligible.
Performance-based bonus or incentive compensation, which may be available depending on the role.