General Summary:
Generate revenue by selling solution-based products such as VoIP, broadband, and integrated communication services within our Enterprise segment focusing on customers with a monthly spending profile of $100,000-$250,000.


Essential Duties and Responsibilities:

Attain 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.
Structure presentations, offerings, and contract negotiations that move the customer toward the purchase
Develop, implement, and manage actions to cross-sell and up-sell services to existing customers earning additional business
Maintain contact with customer, resolve problems, and seek additional opportunities to meet needs.
Apply sound strategies for protecting accounts and penetrating accounts held by competitors
Plan territory, account, and sales strategies to win new business from new and existing accounts
Provide accurate and detailed sales forecast of identified and proposed opportunities ensuring sales quota attainment. Document all initial and on-going customer contacts.
Collaborate with internal resources (e.g. technical, engineering, customer service, and related support staff) to share information, coordinate sales and ensure end-to-end customer sales and satisfaction; driving new revenue growth from satisfied customers
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
Gather information on the customers business processes, critical success factors, and competitive standing through strategic and consultative sales approach to deliver value-added business solutions
Close sales engagements with customers by gaining commitment to implement the value-added solution(s)
Other duties as assigned

Minimum Qualifications:
Education: Bachelors degree preferred

Relevant Work Experience:
5+ years business sales experience with medium to large customers
3+ years telecom or high technology industry experience required

XO sales employees with six-months off ramp performance at or above the targeted quota for an EAE will be eligible for consideration

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
Advanced account management skills
Advanced knowledge and experience in Sales Management, Time Management, and strong Business Acumen.
Advanced understanding and experience in Telecommunications: Voice, Data, ISP
Advanced understanding of contract negotiations, and Sales Engineering (SONET, DMS 500, DACS, Switching)

Software
MS Office

Databases
Customer Contact Database

Operating Systems
Windows