Account Executive - Carrier Sales

at  Flexential Corp

JOB DESCRIPTION:

The primary mission of the Account Executive, Carrier Sales is to exceed their monthly sales quota while helping Flexential’s Network Service Provider clients and prospects understand, adopt, and optimize their use of the FlexAnywhere Platform. The Account Executive, Carrier Sales needs to be familiar with Network & Interconnection design and possess knowledge of backbone engineering, networking, including physical termination within the datacenter and carrier hotels. The Account Executive, Carrier Sales must be proficient in consultative technical selling techniques and a consistent quota achiever. In this role, you will partner closely with our Solution Architect/Sales Engineer Organization, Product, Product Marketing, CIO organization, and Customer Success Management. The successful candidate will be a self-starter, enjoy working in a fast-paced environment, and have impeccable judgement. In addition, you’ll have extensive subject matter expertise in the following technologies: Traditional Networking functions such as Routing, Firewalling, Load Balancing, Switching, etc. supporting designs for Cloud to Cloud Routing, Secure Cloud Connectivity, Network Optimization, Software Defined Networking (Designing, Incorporating and Configuring Branch to Cloud and WAN Optimization), and Cloud Service Provider, SaaS, & NSP product & service offerings in order to solve interconnection requests from customers to design and deliver a true hybrid cloud solution.

REQUIRED QUALIFICATIONS

• Bachelor’s degree (Computer Science, Information Technology, or Engineering) or equivalent experience
• 10+ Years’ of Solutions Selling in a commercial datacenter sales position, preferably to Network Service Providers.
• Insatiable Learner. Desire to know more than the standard and stretch to know more than Flexential products required.
• Technology practitioner. Committed to knowing not just what solutions can do but practices the skills required to properly implement solutions required.
• Able to work cohesively with customers, members of the Flexential (or similar) sales, services, and marketing organizations and Flexential (or similar) partners required.
• Excellent Communicator. Outstanding written & verbal communication, collaboration, organizational, presentation, and deep technical product demo skills required.
• Validated experience engaging with senior level executives, CTOs, Enterprise Architects, IT Management, and developers.
• Consultative Technical Selling and Challenger mindset. Validated experience in consultative technical selling approach, including bringing innovative ideas to customers problems and being customer focused.
• Highly driven passionate person who consistently exceeds goals and expectations required.
• Growth Mindset. Experience and passion for learning (technical and professional skills); implementing practices from others; trying, failing, and learning from both successes and failures; sharing practices and knowledge for others’ benefit.

PHYSICAL REQUIREMENTS

• Moderate to advanced keyboard usage
• Ability to travel up to 30% of the time required.

Sales Alignment

• Develop and manage relationships with Carrier Customers and Prospects through prospecting and networking to accomplish sales objectives.
• Responsible for meeting or exceeding assigned monthly sales quotas, while maintaining accurate sales forecasts in salesforce.com
• Lead commercial offer and contract negotiations, using internal resources as needed to obtain best commercial terms possible
• Act as Subject Matter Expert aligned with the Regional Sales and Network Strategy Teams, driving the advancement of Flexential’s Interconnection Platform of services, and evangelizing the advancement of the FlexAnywhere Platform.
• Attend industry trade shows to represent Flexential, and prospect for new sales and business development opportunities.
• Prepare and deliver customer presentations to senior level executives, CTOs, and Network Architects.
• Develops peer relationships with customers and partners
• Utilize internal resources to understand customers contractual obligations around notice periods and renewal terms.
• Facilitates customer contract renewals and negotiations to protect revenue
• Use our core and social connection tools, and AI-driven data to extend your reach with a focus on satisfying important customer needs.
• Provide market feedback to the Product and Marketing Teams
• Provide any product/feature faults and gaps identified through the sales process to the Product and Marketing Teams.