Account Executive

Account Executive

Job Responsibilities:

You've put in the hard work to complete your education. Now, put that education to work in a dynamic, challenging, fast paced environment where you can grow and learn even further. At XO Communications, we offer the opportunity to launch your sales career and build core technology and business to business sales expertise, while delivering innovative solutions that transform the way our clients do business. XO is a company that believes in recognizing and rewarding our top performers, while providing you with training opportunities and career pathways that are unmatched in our industry. If you are a high energy, outgoing, tenacious and motivated individual, we would love to talk to you about the opportunity to be a part of our successful team.

General Summary:

XO Communications is the leading national provider of telecommunications, network and cloud services for Business customers. We are actively seeking entry level sales representatives to target Small to Medium Business (SMB) clients. We are dedicated to growing the company's base of customers and providing them with the highest levels of service. As a SMB Account Executive (AE) you'd be responsible for generating revenue from a broad range of business communication solutions which enable users to connect, communicate, manage, protect, and optimize their network infrastructure. So, you'll need to be proactive, motivated, organized, responsible, and capable of thriving in a fast-paced, team-oriented environment.

Day in the Life:

As an AE on XO's SMB Team you will pro-actively market XO's products to organizations within your assigned geographic territory. You will present our solutions to clients with a well thought out campaign that provides them with measurable return on investment, cost reductions, and improved productivity. You will work hard. You will have fun, and you'll earn a great living.

Career Advancement:

Career development is tailored to each XO AE and begins the minute you join the SMB Team. We will teach you to prospect, develop & present XO solutions and to close business. We invest in your long-term personal and professional growth and will equip you with the business, marketing, technical, and analytical tools that you will need to be successful.

Each of XO Communications business units takes a unique approach to achieve their objectives. The SMB segment focuses on bringing new SMB clients to XO. We also develop talent for XO's Mid-Market, Enterprise, and National Account Sales organizations. We hire, train and develop external candidates, often with little or no sales experience. Our goal is to support your growth and enable you to advance your career, while developing future stars for our Mid-Market, Enterprise, and National Account Sales organizations.






Essential Duties and Responsibilities:

 Attain or exceed 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.
 Create and develop new logo target lists including location, interconnection requirements, potential revenue and other necessary information. Identify, qualify and develop sales opportunities per defined criteria.
 Develop and implement sales plans that provide clearly defined strategies, tactics and timeframes to maximize performance. Provide comprehensive account plans and strategies to win new business from new and existing accounts. Maintain competitive advantage and apply sound strategies for protecting accounts and penetrating accounts held by competitors.
 Provide accurate and detailed sales forecast of identified and proposed opportunities ensuring sales quota attainment
 Prepare and present professional proposals specific to customer needs and that align with their goals, critical success factors, and strategic vision ultimately moving them toward the purchase. Compile sales proposal documents and ensure proper documentation is completed.
 Gather information on the customer's business processes, critical success factors and competitive standing through strategic and consultative sales approach to deliver value-added business solutions. . Demonstrate sales versatility and the ability to adapt to a variety of prospect/customer buying styles.
 Convey information clearly and efficiently in a way that sets clear expectations and encourages open dialogue and understanding with prospects and customers.
 Participate in all mandatory and voluntary training programs that will enhance knowledge, skills and abilities and maximize performance. Take action to drive personal skill development.
 Document all initial and on-going customer contacts in the appropriate databases.
 Other duties as assigned.



Minimum Qualifications:
• Education: Bachelor's degree preferred
• Licensures:
• Relevant Work Experience:
• 1 year of business to business sales experience preferred

• Equivalent Education & Work Experience:
• AA degree in telecommunications, computer science, computer engineering or related field + no sales experience or
• 1-2 years technical experience in telecom or related industry.

Minimum Qualifications:

Knowledge, Skills and Abilities
• Must be able to attend on-site customer appointments on a daily basis. These customer appointments are usually in multiple locations.
• Must be able to plan and execute a professional, consultative business meeting with customers
• Excellent time management, presentation, and verbal/written communication skills
• Good interpersonal, analytical and negotiation skills
• Must be self-motivated
• Must be capable of balancing between fulfilling customers' needs and meeting company expectations and goals

Specific Computer Skills

Software
• MS Office

Databases
• Customer Contact Database
Operating Systems
• Windows