Client Executive VEC - VCG Sales

What you’ll be doing

As a Business Development Manager (BDM) you will be responsible for securing contracts within multiple dwelling unit (MDU) and multi‑tenant (MTU) communities to enable Verizon to expand the reach and revenue penetration of Verizon Home Internet services. Contracts include Broadband Access Agreements (agreement to build out network) and Marketing Agreements (agreed to co‑market all Verizon services). These contracts give Verizon access to deploy our networks and preferential positioning in our marketing of voice and internet services to residential and small business end users.

Customer base includes owners, developers and builders of multi‑family unit (MDU/MTU) housing and rental communities, ranging in size from ten units per property to tens of thousands of units for an entire portfolio. These owners offer Verizon entrée on a non‑exclusive marketing basis to residential customers with a propensity to buy high‑value data services. Contracts represent top‑line revenue growth to Verizon.

Their value can be measured in terms of access line valuation, RCM, reduced churn, or staving off competitive loss.

BDM will work in coordination with local Verizon Engineering to secure license agreements granting Verizon the right to construct a hybrid wireless‑to‑the‑premises network wired on and through the targeted properties. This involves initiating face‑to‑face customer contact with high‑value owners, builders and developers of multi‑dwelling units to present, propose and secure marketing rights for Verizon’s suite of services in direct competition with providers.

• Develop new business via telephone and mass communication such as email and social media to introduce the value proposition solution and identify appropriate buyers within the target markets.
• Conduct a needs analysis and determine prospects pain points to determine how the montage solution will speak to those needs.
• Identify key buying influencers within these prospects to determine budget and timeline.
• Build and cultivate prospect relationships by initiating communications, conducting on‑site property tours and discovery sessions, as well as follow‑up meetings and presentations.
• Manage data for new and prospective clients in sales databases, ensuring all communications are logged, information is accurate, and documents are attached.
• Prepare and analyze sales pipeline reports and dashboards.
• Establish and leverage effective customer relationships to position Verizon as the provider of choice for voice and broadband services by owners, builders and developers.
• Negotiate contracts and close long‑term deals for cooperative marketing of internet and mobility services to renters on a non‑exclusive basis, creating new business and top‑line revenue growth opportunities for Verizon.
• Understand the competitive environment and Verizon’s technical advantages in order to present capabilities in a consultative manner.
• Participate in local/regional industry events and forums, including owners, builders and developer trade associations, presenting Verizon’s programs and capabilities as applicable.
• Interface with local Outside Plant Engineering organizations (as applicable) positioning Verizon’s Enhanced Communities program and leveraging OSPE role in identifying and pursuing new construction engineering opportunities for Verizon and ownership entities alike.

This position will cover the Orlando Market, specifically Winter Park, Lake Mary, Altamonte Springs, University/Waterford Lakes, Metro West, Kissimmee, Millenia, South Seminola, Lake Buena Vista and surrounding areas. Employees must reside no more than 50 miles from their assigned sales territory.

You are passionate about sales, service and building lasting relationships. You take an interest in learning about the multifamily market developers and owners and use your business acumen to establish credibility and deliver solutions. When you negotiate, you effectively balance the customer’s needs with your need for results in a win for everyone. You’re energized by the prospect of landing the next big account.

• Bachelor’s degree or four or more years of work…