Major Account Executive, Government & Education – Spectrum Enterprise in Cerritos, California | DiversityInc Careers
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Major Account Executive, Government & Education – Spectrum Enterprise

Spectrum Enterprise is a national provider of scalable, fiber-based networking and managed services solutions. Solutions include Internet access, Ethernet and Managed Network Services, Voice solutions, TV solutions and Managed Application, Cloud Infrastructure and Managed Hosting Services. We work closely with clients to achieve greater business success by providing these right-fit solutions designed to meet their evolving needs. For more information, visit

The Highlights

The Major Account Executive in Government and Education is a strategic sales position. In this role, you will be responsible for acquiring and managing new enterprise commercial clients. You will focus on showing prospective clients how our innovative business solutions will help satisfy their growing complex technology and communications needs.

What you will do

  • Build key relationships within named accounts to support their fast-growing business
  • Cultivate opportunities for fiber based services, renewals and upsell potential
  • Navigate government and education procurement processes
  • Develop client-centric solutions for complex services
  • Create and deliver proposals on product benefits, aligning with client needs
  • Implement strategic sales plans
  • Consistently achieve monthly sales and revenue quotas
  • Maintain client database
  • Identify target markets, industries and contacts for product portfolio
  • Qualify new leads and prospects, including submission of return on investment analysis
  • Negotiate contracts and conversations with C-level executives and decision makers
  • Work in conjunction with Account Management, Sales Engineering and Marketing
  • Build network through referrals, prospecting calls, trade shows and peers
  • Attend sales meetings and training sessions
  • Carry out other duties as needed

Required keys for success
  • Five or more years of telecommunications business-to-business sales experience
  • Experience in state/local government and/or education
  • Proven record as top sales performer and closer, exceeding revenue quota
  • Skilled in quickly conducting consultative analysis and providing recommendations
  • Familiar with Salesforce, ICOMS/CSG or other billing systems
  • Collaborative team member, able to multitask and manage change
  • Extensive knowledge of Microsoft Office, including Visio
  • Effective communication skills
How you will stand out from the crowd
  • Three or more years of industry experience with outside telecommunications-related sales
  • Two or more years of experience in data, voice, cloud- or video solutions or premises based sales
  • Industry experience in business-to-business and telephony sales, including prospecting calls
  • Positive attitude with strong presentation skills
  • Confidence in communicating technical information to high-level clients
  • Deadline-driven in a dynamic, fast-paced environment
  • Motivated by commission-based model
  • Coachable with entrepreneurial spirit and ability to work independently
  • Experience with LAN and WAN technologies, high-capacity and fiber networks
  • Familiar with product suite
Your education
  • High school diploma or equivalent (required)
  • Bachelor's degree in business-related field (preferred)
What you can expect
  • Office environment
  • Field work including client meetings and site visits
  • Frequent/daily travel in personal vehicle