Senior Strategic Account Executive

The Sr. 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. This role will also develop and execute account strategies for assigned existing customers to ensure Astound is delivering an exceptional customer experience in terms of network, service offerings, billing and care.

Account Strategy & Growth:

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.

Client Engagement:

Build strong, long-term relationships with decision-makers, procurement teams, and technical stakeholders. Act as the single point of contact for assigned accounts.

Actively 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.

Solution Selling:

Consultatively sell complex solutions including fiber, wireless, IP networking, VoIP, unified communications, security, and cloud services.

Proposal & Contract Management:

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 ’s and key personnel contact information for support departments within Astound (NOC, Billing and Care)
Market Intelligence:

Stay informed on GEMS sector trends, procurement cycles, funding mechanisms (e.g., E-Rate, government grants), and compliance requirements.

Cross –Functional

Collaboration:

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.

Revenue Targets:

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.

Other duties as assigned.

What you bring to the table:

Education:

Bachelor’s Degree or equivalent experience in sales

Experience:

Minimum 10 year track record of success selling to large business with technical solution.
7+ 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:

Deep understanding of Government, Education and/or Healthcare procurement processes

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

Ability to sell to C level executives within an organization

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…