Account Manager

Job Description

The Account Manager is responsible for driving revenue growth through new client acquisition, strategic account development, and long-term client relationships. This role will own the client relationship throughout the sales cycle—from identifying and developing opportunities through contract execution and successful transition to the delivery team. The ideal candidate will have a strong understanding of the telecommunications and broadband industry, an established network of industry relationships, and a proven ability to develop new business while expanding existing accounts. This position will work closely with company leadership, engineering, project management, and operations to develop solutions that align with client needs and position the company as a long-term strategic partner.

Duties and Responsibilities: Business Development & New Client Acquisition

• Identify, prospect, qualify, and develop new business opportunities with ISPs, broadband providers, electric cooperatives, municipalities, WISPs, and other telecommunications organizations.
• Develop and maintain a healthy sales pipeline within the company's CRM, including accurate opportunity stages, forecasts, activity, and next steps.
• Build and maintain relationships with key decision-makers and influencers across prospective client organizations.
• Leverage industry relationships and networking opportunities to identify new opportunities and expand the company's market presence.
• Represent company at industry conferences, trade shows, association events, and other networking opportunities.
• Develop and deliver proposals, presentations, statements of work, and pricing in collaboration with company leadership and internal stakeholders.
• Lead commercial discussions and negotiate scope, pricing, and contract terms in partnership with company leadership.
• Maintain a strong understanding of the company's engineering, fielding, design, permitting, make-ready, construction support, and other service capabilities to effectively position solutions with prospective clients.
• Monitor industry activity, market trends, customer needs, and competitive developments to identify potential opportunities for the company.

Account Management

• Serve as the primary commercial point of contact for assigned accounts through the sales process and prior to project kickoff.
• Develop strong, long-term relationships with client decision-makers and maintain regular engagement with key accounts.
• Identify opportunities to expand the company's relationship within existing accounts through additional markets, services, projects, or increased scope.
• Understand client business objectives, deployment plans, project pipelines, and anticipated resource needs to proactively identify opportunities.
• Monitor account health, revenue, pipeline, and upcoming opportunities and provide regular reporting to company leadership.
• Work with company leadership and delivery teams to address client concerns, relationship risks, and opportunities for improvement.
• Participate in strategic account planning and develop account-specific growth strategies.

Sales-to-Delivery Handoff

• Ensure a clear and comprehensive transition from sales to project delivery.
• Prepare a formal handoff package documenting client expectations, scope, pricing, key contacts, communication preferences, project requirements, commitments, and other relevant information established during the sales process.
• Conduct a joint handoff meeting with the client and assigned Project Manager to introduce the delivery team and confirm alignment on scope, expectations, and next steps.
• Remain engaged as a secondary point of contact during the initial transition period, generally up to 30 days following project kickoff.
• Re-engage as the primary commercial contact for renewal discussions, additional opportunities, scope expansion, or client relationship issues that require escalation beyond the Project Manager.

Qualifications:

• Bachelor's degree in business, marketing, telecommunications, engineering, or a related field preferred; equivalent industry experience will be considered.
• 5+ years of experience in business development, strategic account management, sales, or a related client-facing role.
• Experience selling professional services, engineering services, construction services, telecommunications, broadband, or related B2B solutions strongly preferred.
• Strong understanding of the telecommunications and broadband industry, including ISP network deployment and the broader OSP/fiber ecosystem.
• Existing relationships within the telecommunications, broadband, utility, or engineering industries preferred.
• Demonstrated success developing new business and converting prospects into long-term clients.
• Proven ability to manage complex sales cycles involving multiple stakeholders and decision-makers.
• Strong negotiation, presentation, communication, and relationship-building skills.
• Ability to understand client requirements and translate them into practical solutions in collaboration with internal teams.
• Highly organized and capable of managing multiple opportunities, accounts, and priorities simultaneously.
• Proficiency with CRM systems and standard business productivity tools.
• Strong business judgment and analytical skills, with the ability to understand pipeline, revenue, pricing, and profitability metrics.

Measures of Success Success in this role will be measured by the ability to:

• Consistently develop qualified new business opportunities.
• Build and maintain a healthy sales pipeline.
• Convert opportunities into profitable client engagements.
• Develop new strategic client relationships.
• Expand revenue and service offerings within existing accounts.
• Maintain strong relationships with key client decision-makers.
• Accurately forecast pipeline and revenue opportunities.
• Ensure successful transitions from sales to project delivery.
• Maintain opportunities, next actions, and dates in the company’s CRM.
• Contribute to the company’s long-term growth and market expansion.

Skills and Requirements

• Experience selling Fiber services or equipment – this can be with a supplier, fiber enclosures, vaults, fiber internet itself, etc.
• Strong understanding of the telecommunications and broadband industry, including ISP network deployment and the broader OSP/fiber ecosystem.
• 7+ years of experience within the industry (this can be outside of sales as well as long as they have a solid 3-4 years sales specific)
• Existing relationships within the telecommunications, broadband, utility, or engineering industries preferred.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to [email protected].