The Role
Job Title: Account Director, Greater Pittsburgh Area
DQE Communications, headquartered in Pittsburgh, Pennsylvania, is a fiber-optic Internet and data network access provider for businesses and carriers in Pennsylvania, West Virginia, Maryland and Ohio. Established in 1997 as a division of the Duquesne Light Company, DQE started as a dark fiber infrastructure provider in the Pittsburgh metropolitan area, and since then has grown both its fiber footprint and product offerings to become one of the leading regional providers of secure, reliable, data network services. With its recent sale to GI Partners, a leading investor in the communications infrastructure sector, DQE has a renewed focus on growth, both in terms of increasing penetration within its current footprint and growing its network reach.
Job Summary:
The Account Director plays a pivotal role in driving sales revenue and fostering long-term relationships with corporate clients in the telecommunications sector. This position involves identifying business opportunities, understanding clients' needs, and delivering customized solutions to meet their communication and technology requirements. The ideal candidate will possess strong business acumen, excellent communication skills, and a proven track record of success in B2B sales. Must be local to the Pittsburgh area. Hybrid work environment
Key Job Responsibilities:
Required Skills/Abilities:
Education and Experience:
DQE Communications, headquartered in Pittsburgh, Pennsylvania, is a fiber-optic Internet and data network access provider for businesses and carriers in Pennsylvania, West Virginia, Maryland and Ohio. Established in 1997 as a division of the Duquesne Light Company, DQE started as a dark fiber infrastructure provider in the Pittsburgh metropolitan area, and since then has grown both its fiber footprint and product offerings to become one of the leading regional providers of secure, reliable, data network services. With its recent sale to GI Partners, a leading investor in the communications infrastructure sector, DQE has a renewed focus on growth, both in terms of increasing penetration within its current footprint and growing its network reach.
Job Summary:
The Account Director plays a pivotal role in driving sales revenue and fostering long-term relationships with corporate clients in the telecommunications sector. This position involves identifying business opportunities, understanding clients' needs, and delivering customized solutions to meet their communication and technology requirements. The ideal candidate will possess strong business acumen, excellent communication skills, and a proven track record of success in B2B sales. Must be local to the Pittsburgh area. Hybrid work environment
Key Job Responsibilities:
- Prospect and identify new business opportunities within the assigned territory or vertical market segments.
- Develop a robust pipeline of qualified leads through networking, cold calling, referrals, and other sales activities.
- Conduct thorough needs assessments and business reviews with prospective clients to understand their communication infrastructure, technology challenges, and strategic objectives. Identify pain points and opportunities for improvement that can be addressed through our products and services.
- Collaborate with internal teams including sales engineers, solution architects, and product specialists to design and present tailored solutions that address clients' specific requirements. Articulate the value proposition of our offerings and differentiate our solutions from competitors.
- Prepare comprehensive proposals, presentations, and quotes outlining the recommended solution, pricing structure, and implementation plan.
- Work closely with sales support teams to ensure proposals are accurate, competitive, and aligned with clients' expectations.
- Lead negotiations with clients to finalize contract terms, pricing agreements, and service level commitments.
- Overcome objections, address concerns, and navigate complex sales cycles to secure new business and achieve sales targets.
- Serve as the primary point of contact for assigned accounts, fostering strong relationships and providing ongoing support to ensure client satisfaction and retention.
- Proactively identify opportunities for upselling, cross-selling, and contract renewals.
- Stay abreast of industry trends, market dynamics, and competitive developments in the telecommunications sector.
- Leverage market intelligence to identify emerging opportunities, anticipate client needs, and refine sales strategies.
- Maintain accurate records of sales activities, customer interactions, and pipeline opportunities using CRM software or sales tracking tools.
- Generate regular reports on sales performance, pipeline status, and revenue forecasts for management review.
Required Skills/Abilities:
- Proven track record of success in B2B sales, preferably in the telecommunications or technology industry.
- Strong business acumen with the ability to understand clients' business challenges and align solutions to their strategic objectives.
- Excellent communication and presentation skills, with the ability to articulate complex technical concepts in a clear and compelling manner.
- Results-oriented mindset with a focus on achieving sales targets and driving revenue growth.
- Ability to meet or exceed monthly sales quotas as determined by sales leadership.
- Demonstrated ability to manage multiple priorities, navigate complex sales cycles, and thrive in a fast-paced, dynamic environment.
- Proficiency in CRM software or sales management tools is a plus.
- Willingness to travel within the assigned territory as needed.
Education and Experience:
- Bachelor’s degree required
- 3 – 5 years’ experience in telecommunication or related field required.
- 5 years of outside sales experience required.
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The Company
What We Do
A Pittsburgh-based partner for your business, DQE offers a level of network service and support that's unequaled by any other area provider. DQE provides Internet, Dark Fiber, Metro Ethernet, Wavelength, Cloud Solution, Colocation, SD-WAN, and Guest Wi-Fi services. Established in 1997, DQE is a subsidiary of Duquesne Light Holdings. Pittsburgh is our home, and we are dedicated to the vitality of our region and the businesses here. Businesses today need the fastest data speeds possible, at the highest level of service reliability, and the most dependable support. DQE will work with you to customize a network that suits your company's needs. We sell solutions, not just products. DQE presently owns and operates its fiber network throughout Southwestern PA, Eastern OH, and Northern WV. We are growing and continue to grow to meet our customer's demands. Contact us today to discover the DQE Difference! www.dqecom.com | 1-866-GO FIBER
