Account Manager - Government Accounts

Position Summary
The Account Manager (Large Accounts) – Education and Government Accounts is responsible for meeting or exceeding sales goals for large accounts in the Education and Government markets. The Account Mgr is the team leader responsible for initial contact with customers, follow-up, proposal preparation, making customer presentations, and seeing the sale through to the signing of a contract. Develops account plans to provide tactical and strategic direction for business planning. 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 complex bundled telephony & data, video as well as internet bandwidth, to large business customers
Meets or exceeds corporate/regional sales goals including retention
Prospects, cold calls (phone and in person), and generates new sales opportunities
Responsible for developing and maintaining strategic account plans
Develops and maintains relationships with customers
Understands the communication needs of business customers and provides solutions to meet those needs
Develops sales proposals and presentations based on customer business needs
Delivers sales presentations to large business 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) and Business Manager for approval
Updates Optix with all required customer information daily.
Works with Sales Engineer (or Data Sales Engineer) and/or Sales Support Team to determine appropriate solutions for very large/complex customers
Serves as main point of contact for customer within customer support team throughout sales and installation process
Works with ASRs to complete sales orders
Forwards win/loss reporting to the Manager of Outside Sales (Large Accounts)
Ensures customer satisfaction through sales cycle
Remains current on technical information regarding Cox’s products/solutions, including telephony, data, and video products and offerings, Customer Premises Equipment (CPE), networking, consultation, negotiation and sales skills through completion of required/recommended training program

Required Knowledge, Skills, Abilities
Bachelor’s degree and/or equivalent experience
5 or more years of business to business telecommunications sales account mgmt required
Consultative selling experience, government/education experience preferred
Govt security clearance desired
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 (for systems who use corporate cars) and be able to travel to customer locations within the system
REQUIREMENTS
Required Knowledge, Skills, Abilities
Bachelor’s degree and/or equivalent experience
5 or more years of business to business telecommunications sales account mgmt required
Consultative selling experience, government/education experience preferred
Govt security clearance desired
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 (for systems who use corporate cars) and be able to travel to customer locations within the system



As the third largest cable provider in the nation, Cox Communications, Inc. is noted for its high-capacity, reliable broadband delivery network as well as the company's ability to provide superior customer service. For Cox, it's not about being the biggest; it's about being the best.