Sr. Federal Government Account Executive - Frontier Communications

As the largest pure-play fiber provider in the U.S., we deliver blazing-fast broadband connectivity that unlocks the potential of millions of consumers and businesses. As a Frontier employee, you will be part of our purpose of Building Gigabit America—creating the digital infrastructure that the country needs to thrive today and into the next century. Join us!

Job Description:

The Sr. Federal Government Account Executive is the catalyst behind Frontier Communications' success as an organization. As an experienced, consultative sales professional, the Sr. Federal Government Account Executive is responsible for protecting and growing revenue performance within our government segment. This is achieved by managing an assigned base of existing customers and selectively acquiring new customers.

The Sr. Federal Government Account Executive is expected to develop credibility in understanding customers' and prospects' requirements through a deep understanding of their business drivers, mission areas, objectives and challenges, and to propose solutions to those requirements comprised of Frontier's comprehensive portfolio of information and communications technology solutions.

For existing assigned customers, the Sr. Federal Government Account Executive is charged with developing strategies and tactics to increase customer retention, improve customer satisfaction, and grow revenue.

Role                                                                                              

Your role as a Sr. Federal Government Account Executive includes:

• Retain and grow our current Federal customer base.
• Selectively acquire new customers.
• Develop strategic partnerships with key decision makers within the Federal segment.
• Manage and optimize current revenue of existing customer base through retention activities, new product sales, and strategic technology migration.
• Accountable for incremental growth in assigned module(s) consisting of customers in single or multiple vertical industries.
• Manage both pre- and post-sales support resources throughout the sales cycle to retain and leverage customer relationships, provide business solutions, and expand existing revenue base.

• Pre-Sales: Solutions Sales Specialists and Sales Engineers
• Post-Sales: Project Managers, Engineers, and Customer Service Advisor

What makes a good Sr. Federal Government Account Executive?

• Retain and grow Federal customer base through building strategic partnerships and approaching opportunities through the customer lens.
• Strong, motivated self-starter with a passion for building and growing a book of business.
• Influencing others to act by gaining commitment and agreement on add-on sales solutions.
• Ability to articulate client strategies, using industry knowledge to expand business opportunities.
• Resourceful and able to overcome obstacles and barriers to find appropriate sales solutions.
• Partners with internal teams to ensure operational efficiencies and service.
• Excellent communication and presentation skills.

Responsibilities:

• Foster extensive relationships with existing and new Federal customers within assigned customer module including Federal Government Executives, decision makers, influencers and key users.
• Develop new Federal contract vehicles at both the agency level as well as through Federal system integrators and partners.  
• Retain current customer base and expand revenue through cross/up-sell opportunities.
• Develop new revenue opportunities by prospecting potential customers.
• Develop and implement comprehensive Account Plans for each assigned customer working with cross-functional partners across Frontier to deliver results.
• Improve and maintain current customer satisfaction results (NPS) through engagement and responsiveness to regular surveys and feedback.
• Partner collaboratively with paired Customer Service Associate to ensure outstanding customer service and responsiveness.
• Establish self as a trusted advisor, providing guidance on strategic initiatives in the position to instinctively know how to provide relevant insights to Federal agencies and partners.
• Connect client's business objectives with Frontier Business solutions and effectively understand and respond to customer objections.
• Partner with other internal sales partners to
• Partner with pre-sales engagement members to align goals and ensure ongoing refinement.

Required Qualifications:

• Deep understanding of the Federal procurement process and contracting vehicles (i.e., EIS, GSA-FSS, and other GWAC’s).
• Experience developing partnerships with Federal system integrators and contractors.
• Deep understanding of key initiatives and mission areas within the Federal vertical
• Deep understanding of the network attributes, complex communication products, and solutions sought by the Federal Government Customer
• Displays ability to create new demand by proactively bringing new points of view to target accounts.
• Can identify and articulate customer value proposition and links solutions to the customer strategy.
• Consistently demonstrate the ability to convert qualified leads into sales opportunities.
• Strong presentation skills
• Sales cycle management experience, including Salesforce proficiency.
• Minimum of an Associate’s Degree, Bachelor's Degree preferred; or equivalent relevant experience
• Minimum of 5-9+ years of business-to-business experience in Government Sales with a proven, documented track record of success in:
  • Complex and Consultative Sales Environment
  • Selling individual products and integrated complex communication solutions throughout an organization
  • Telecommunications industry experience(s) a plus
• Candidate must possess a valid state driver's license and have a clean driving record.

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