Business Development Representative

Job Description

FirstLight is a leading telecommunications company with a strong commitment to innovation and excellence. We are dedicated to providing cutting-edge solutions to our customers while fostering a dynamic and inclusive workplace culture.

The Business Development Representative is the catalyst behind FirstLight’s success as an organization. As a consultative sales professional, the Business Development Representative is responsible for generating appointments and creating opportunities from prospects. Business Development Representatives are responsible for coordinating & scheduling meetings for the assigned Account Executive.

Job requirements include (but are not limited to):

• Generate as many qualified appointments and sales opportunities as possible.

• Identify the needs of prospects, provide guidance and solution recommendations to meet those needs, and effectively understand and respond to prospect objections.

• Develop a mastery of all FirstLight’s broad portfolio of products and services and connect client’s business objectives with FirstLight offerings and solutions.

• Be proactive in all aspects of opportunity development, including conducting outreach to prospects to establish relationships and identify new sales opportunities.

• Assist the prospect in maximizing the return of their investment with FirstLight

• Establish yourself as a ‘Trusted Advisor’ to the prospect

• Stay abreast of competition, competitive issues and products.

• Provide weekly/monthly reporting of appointment and opportunity pipelines

• Collaborate with peers and management around ways to continually improve the lead generation process.

• Assist in creating an environment of teamwork and continuous improvement.

• Demonstrate a commitment to excellence (i.e. strong business acumen)

• Partner with Account Executives within the assigned territories to align goals and ensure ongoing refinement.

Qualifications & Preferences:

• 5+ years of B2B sales experience, preferably in a telecom or ISP environment

• Proven track record of exceeding new logo sales quotas

• Strong knowledge of telecommunications industry and terminology

• Experience selling to Mid-Market to Large Enterprise, Healthcare and Financial services, with an emphasis on new logo growth, prospecting, and cold calling.

• BA/BS Degree or equivalent

Personal Attributes:

• Prospect Focused: Approaching all opportunities through the lenses of the prospect

• Strategic: Able to prioritize and manage multiple prospects within multiple territories

• Persuasive: Achieves ‘win-win’ positioning, guiding others to change status quo

• Resourceful: Able to overcome obstacles and barriers to find appropriate sales solutions

Benefits and Compensation:

• FirstLight offers a competitive benefits package including a comprehensive medical benefit, tuition reimbursement, paid time off, 401(k) and flexible work arrangements.

• Estimated base annual salary is anticipated to be between $65,000-$80,000. Pay ranges represent a good faith annual estimate at the time of the job posting. Actual pay will be based on multiple factors including experience, skill sets, location, internal equity, and market rates.

• Join us in shaping the future of our dynamic telecommunications company and making a difference in the world through telecommunications. Your expertise and leadership can help us achieve our goals and empower our employees to thrive.

About FirstLight

• FirstLight provides fiber-optic data, Internet, data center, cloud and voice services to enterprise and carrier customers throughout the Northeast connecting more than 13,000 locations in service with more than 125,000 locations serviceable by our more than 25,000-route mile network. FirstLight offers a robust suite of advanced telecommunications products featuring a comprehensive portfolio of high bandwidth connectivity solutions including Ethernet, wavelength, and dark fiber services as well as dedicated Internet access solutions, data center, cloud and voice services. FirstLight’s clientele includes national cellular providers and wireline carriers and many leading enterprises, spanning high tech manufacturing and research, hospitals and healthcare, banking and financial, secondary education, colleges and universities, and local and state governments.

• FirstLight is committed to cultivating and preserving a culture of diversity, and inclusion. We recognize that our differences are assets that strengthen us as a team, and FirstLight is committed to fostering an environment where everyone feels welcomed, valued, respected and recognized. FirstLight Fiber is an equal opportunity employer. In accordance with state and federal laws, FirstLight’s equal opportunity policy is that all applicants and employees are treated equally by the company with respect to employment opportunities, regardless of race, color, religion, sex, sexual orientation, disability, or veteran status or veteran disability.