Strategic Account Executive

About the role

The Strategic Account Executive – GEMS is responsible for driving revenue growth and long-term relationships within the Government, Education, Medical, and Strategic sectors. This role focuses on high-value, complex telecommunications solutions, including voice, data, cloud, and managed services, tailored to the unique needs of public and institutional clients.

Responsibilities

• Develop and execute strategic account plans for key GEMS clients.
• Identify opportunities for upselling and cross-selling services tailored to each vertical.
• Proactively call assigned customers to coordinate periodic business reviews as defined by customer.
• Build strong, long-term relationships with decision-makers, procurement teams, and technical stakeholders.
• Act as the single point of contact for assigned accounts.
• Manage upcoming contract expirations and track/report renewal success rate.
• Serve as the primary contact and key point of escalation for post-sale issues that arise and own communication to customer through final resolution.
• Consultatively sell complex solutions including fiber, wireless, IP networking, VoIP, unified communications, security, and cloud services.
• Lead the RFP/RFI process, ensuring competitive and compliant proposals.
• Negotiate contracts in alignment with client requirements and company policy.
• Review existing contracted services and ensure customer has copies of contracts, circuit ID’s and key personnel contact information for support departments within Astound (NOC, Billing and Care).
• Stay informed on GEMS sector trends, procurement cycles, funding mechanisms (e.g., E-Rate, government grants), and compliance requirements.
• Engage internal stakeholders and collaborate with sales representative to assist as needed for installation updates and general customer follow up.
• Provide periodic updates to leadership detailing best practice on customer experience initiatives needed to guarantee positive outcome for customer and Astound.
• Meet or exceed quarterly and annual sales targets, including new revenue, renewals, and retention KPIs.
• Quarterly and/or periodic travel within footprint for customer meetings.

Qualifications

• Education: Bachelor’s Degree or equivalent experience in sales.
• Experience: Minimum 8 year track record of success selling to large business with technical solutions. 5+ years’ experience in systems selling, consultative sales techniques, and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long range account management strategies.
• Knowledge, Skills and Abilities: Demonstrated success in telecommunications and internet sales to end-user customers, including strategic and large business customers and government accounts using relationship management and system sales concepts. Professional business acumen in funnel management and forecasting in a CRM environment. Product knowledge of both switched and dedicated services, as well as associated end-user and carrier applications. Salesforce or CRM experience preferred. Operational understanding of telecommunications ordering, provisioning, and billing processes. Working knowledge of general marketing principle tools and processes as well as reviewing complex legal documents; including master service agreements, service level agreements and non-disclosure agreements. Strong interpersonal skills. Detail-oriented and highly organized with the ability to manage multiple tasks simultaneously.

Benefits

• Base Salary: The base salary range for this position is $90,000 - $105,000, plus opportunities for bonus, benefits and commission, if applicable. The base pay range represents the low and high end of the hiring range for this job. Actual pay will vary and may be above or below the range based on various factors including but not limited to relevant skills, experience, and capabilities. Commissions at plan: Targeted commissions at full attainment are forty-two thousand dollars annually. Our sales total compensation offers the potential for significant upside above targeted earnings for those who overachieve their sales targets.