Job Title:Major Accounts Manager
DQE Communications, headquartered in Pittsburgh, Pennsylvania, is a fiber-optic Internet and data network access provider for businesses and carriers in Pennsylvania, West Virginia, Maryland and Ohio. Established in 1997 as a division of the Duquesne Light Company, DQE started as a dark fiber infrastructure provider in the Pittsburgh metropolitan area, and since then has grown both its fiber footprint and product offerings to become one of the leading regional providers of secure, reliable, data network services. With its recent sale to GI Partners, a leading investor in the communications infrastructure sector, DQE has a renewed focus on growth, both in terms of increasing penetration within its current footprint and growing its network reach.
Job Summary:
The Major Account Executive plays a critical role in driving revenue growth and fostering long-term relationships with our key clients. By combining strategic sales initiatives with deep industry knowledge and exceptional customer service, they contribute to the overall success and competitiveness of DQE. They will engage with potential and existing customers to drive the mission of DQE Communications and provide fiber optic data services that is unequaled in the region.
Must be local to the Pittsburgh area. Hybrid work environment.
Key Responsibilities:
- Develop and maintain strong relationships with major clients, understanding their business needs and challenges
- Act as the primary point of contact for clients, addressing inquiries, concerns, and providing solutions in a timely manner
- Meet regularly with clients to assess satisfaction levels and identify opportunities for upselling or cross-selling products and services
- Develop and implement strategic sales plans to meet or exceed revenue targets
- Identify and pursue new business opportunities within existing accounts, as well as potential clients in the market
- Negotiate contracts and pricing agreements with clients, ensuring profitability for the company while delivering value to the client
- Possess a deep understanding of the company's product and service offerings, effectively articulating their value propositions to clients
- Work closely with internal teams such as sales support, product development, and customer service to ensure seamless delivery and support for clients
- Collaborate with marketing teams to develop targeted campaigns and promotional materials to drive awareness and demand
- Coordinate with technical teams to address any issues or technical requirements raised by clients, ensuring timely resolution
- Maintain accurate records of client interactions, sales activities, and revenue forecasts using CRM systems
- Analyze sales data and performance metrics to identify areas for improvement and optimization in the sales process
- Prepare regular reports and presentations for senior management, providing insights into sales performance, client feedback, and market trends
Required Skills/Abilities:
- Ability to build and maintain business relationships with clients
- Ability to multitask and complete work while traveling
- Thorough knowledge of territory, market, and clients
- Thorough understanding of product portfolio, including but not limited to, Internet Services, SD-WAN, Voice & Unified Communications, SASE and Cybersecurity.
- Experience selling to B2B enterprise customers
- Excellent verbal and written communication skills
- Excellent interpersonal and customer service skills
- Strong analytical and problem-solving skills
- Proficient in Microsoft Office Suite or related software as required to prepare reports and logs
- Proficient in CRM and ERP systems, preferably NetSuite and HubSpot.
Education and Experience:
- Bachelor’s degree required, experience in telecommunication or related field preferred
- Five years of outside sales experience required
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