Sr. Account Executive - Enterprise: Cox Business (44683) San Diego, California

Position Details
The Sr. Account Executive - Enterprise is responsible for meeting or exceeding sales goals for large accounts. The position is responsible for initial contact with customers, follow-up, proposal preparation, making customer presentations and seeing the sale through to the signing of a contract. The position is also responsible for maintaining on-going relationships with assigned accounts, including seeking and acting upon feedback regarding on-going customer satisfaction, cross-selling, up-selling, and overall customer retention.

Primary Responsibilities/Tasks
Sells bundled telephony, data, and video products to customers
Meets or exceeds corporate/regional sales goals
Prospects, cold calls (phone and in person), and generates new sales opportunities
Responsible for developing and maintaining strategic account plans
Develops relationships with customers
Understands the communication needs of business customers and provides solutions to meet those needs
Develops proposals and presentations
Delivers presentations to customers and prospects
Ensures product pricing reflects pricing structures set at the corporate level
Performs ROI assessment to determine if a sale is profitable
Forwards ROI assessments, as appropriate, to Manager of Outside Sales (Large Accounts) for approval
Updates Siebel with all required customer information in a timely fashion
Works with Sales Engineer (or Data Sales Engineer) and/or Sales Support Team to determine appropriate solutions for very large/complex customers
Sets up appointments for an Outside Sales Representative to meet with customer if sale is not appropriate for the Account Executive to complete
Serves as main point of contact for customer within customer support team which includes the following: Order Entry Specialist, Account Support Manager, and Sales Engineer (or Data Sales Engineer)
Works with Order Entry Specialist to complete sales orders
Forwards win/loss reporting to the Manager of Outside Sales (Large Accounts)
Prepares thank you note and forwards it to the appropriate Order Entry Specialist
Responsible for processing customer disconnects
Ensures customer satisfaction through sales cycle

Required Knowledge, Skills, Abilities:

Typical Training / Experience - Typically requires BS/BA in related discipline; Generally 5-8 years of experience in related field. Certification is required in some areas OR MS/MA and generally 3-5 years of experience in related field. Certification required in some areas
3+ years experience in telephony, data, and/or video systems sales
Consultative selling experience
Ability to sell based on a cost-benefit analysis
Experience in the communications industry or at a major communications equipment vendor
Strong technical aptitude
Strong written and verbal communication skills
Strong negotiation, problem solving and analytical skills
Preferred background with long sell-cycle, complex, high value products and services
Strong people and relationship management skills
Computer skills including Windows based applications (Word, PowerPoint, Excel, Access, Outlook)
Must have a clean driving record and be able to travel to customer locations within the system

Cox Communications and its subsidiaries are Equal Opportunity Employers. We have a tradition of encouraging a wide diversity of talents through a broad range of hiring practices. Please note those individuals submitting resumes online or by mailing a resume are not considered an applicant for employment until a signed employment application form is completed, usually at the time of interview.

For more information about Cox Communications and its subsidiaries, please click here
www.cox.com, www.coxmedia.com, www.coxbusiness.com.

Statement to ALL Third Party Agencies and Similar Organizations:
Cox Communications accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox Communications employees, or send to any Cox Communications facility. Cox Communications is not responsible for any fees or charges associated with unsolicited resumes.

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