Strategic Account Executive

Department: Strategic Commercial
Location: Remote with travel as needed, ideal candidate will be located in the Bristol, VA and the Tri-Cities area, SW Virginia and Central Virginia (Charlottesville, Roanoke, Lynchburg).

Clearwave is one of the nation’s largest independent fiber providers, delivering fast, reliable connectivity solutions to businesses, communities, and residents across multiple states. Following the combination of Clearwave Fiber and Point Broadband, our expanded organization is accelerating growth, investing in next-generation fiber infrastructure, and creating exciting opportunities for driven professionals who want to make an impact.

We’re looking for a Strategic Account Executive who is a technical telecom sales hunter, someone who targets, penetrates, and wins large, complex enterprise organizations by selling sophisticated connectivity solutions. You’ll also pursue State and Local Government and Education (SLED) opportunities, including E-Rate. If you’re energized by opening doors in new accounts, navigating multiple layers of decision makers and influencers, and closing multi-site, multi-service deals, we’d love to talk with you.

What You’ll Do:
As a Strategic Account Executive, you’ll build and execute the plan to break into large enterprise accounts. You’ll map each organization, find the right entry points, and build relationships from technical influencers to the executive suite. You’ll apply your technical selling expertise to design solutions that solve real business challenges, and you’ll pursue SLED and E-Rate opportunities as an additional source of growth.

Key Responsibilities

• Identify and target large enterprise accounts in your territory, and develop a blueprint for each: organizational mapping, decision makers, influencers, and champions across IT, network, operations, finance, procurement, and the executive team, along with a plan to get in and expand.
• Prospect and win new business through outbound outreach, cold calling, in-person visits, networking, and referrals, with a focus on new-logo acquisition.
• Lead long, multi-stakeholder sales cycles from first contact through discovery, solution design, proposal, negotiation, and close.
• Sell complex, multi-site solutions including dark fiber, dedicated internet access, Ethernet, wavelengths, SD-WAN, VoIP, and managed network services.
• Engage CIO, CTO, and other executive buyers, translating technical capabilities into business outcomes and financial benefits.
• Prepare customized solution designs, pricing, business cases, and proposals in partnership with Sales Engineering and Product teams.
• Lead contract and Master Service Agreement negotiations with Legal, Finance, and Deal Desk.
• Pursue SLED opportunities, including municipalities, K-12 districts, libraries, and higher education. This includes researching E-Rate Form 470 postings and other public RFPs, and coordinating Sales Engineering, Pricing, Legal, and Compliance to deliver compliant, competitive responses on time.
• Partner with Operations, Billing, and Customer Support for a smooth handoff and customer experience, and identify expansion opportunities within accounts you win.
• Maintain accurate pipeline, forecasts, and customer records in Salesforce, and consistently achieve or exceed new-revenue quotas.