The posting
Job Description
This is an In-Person position. GCI's Enterprise Account Manager will be responsible for developing and maintaining long-term relationships with key decision makers within strategic accounts, driving revenue growth, margin enhancement, and customer retention within an assigned territory. Requires a comprehensive understanding of customer needs and business applications to effectively present GCI’s suite of products and custom solutions. Will work closely with internal teams and customers to deliver tailored solutions that address unique requirements and foster mutually beneficial, lasting partnerships. The primary focus is on customer success through proactive engagement, consultative selling, and driving business expansion.
ESSENTIAL DUTIES AND RESPONSIBILITIES AT ALL LEVELS:
Sales & Account Management:
- Engage in the outside field sales calls and account reviews with both current and prospective customers.
- Negotiate and manage contracts for services within a defined geographic territory, ensuring alignment with customer needs.
- Identify, propose, and position the right products and services to address customer needs, driving revenue growth and ensuring proper execution of sales activities.
- Collaborate with solutions engineers to design and deliver customized solutions based on customer requirements.
- Maintain strong communication with customers to ensure a high level of satisfaction and retention.
Prospective Customer Development:
- Develop and implement a personal sales plan to identify and prepare prospective customers within the assigned territory.
- Focus on pipeline development, ensuring sales goals are consistently met or exceeded.
- Work collaboratively with cross-functional teams to qualify leads, generate proposals, and close new business.
Business Development & Relationship Building:
- Cultivate and nurture long-lasting relationships with key decision-makers within assigned accounts.
- Gain in-depth knowledge of each customer’s core business and understand their market growth opportunities.
- Stay informed on industry trends and issues impacting customers to better tailor sales strategies and solutions.
- Leverage this knowledge to expand GCI’s product footprint within the account and contribute to overall business development strategies.
Operational Activities & Internal Collaboration:
- Collaborate with internal departments (e.g., Product, Engineering, and Customer Service) to ensure seamless customer experience from pre-sales to post-sales support.
- Troubleshoot issues and serve as the customer advocate within the organization.
- Participate in department meetings, providing updates on sales and retention efforts.
- Report on sales performance, customer feedback, and market insights into management.
- Contribute insights regarding new product development by gathering and sharing customer feedback and requirements.
COMPETENCIES:
- ACCOUNTABILITY- Takes full ownership of actions, decisions, and outcomes. Accepts feedback professionally and leverages it for continuous growth and improvement. A self-motivated, goal-driven professional who consistently performs responsibilities with minimal supervision while maintaining a polished demeanor and appearance.
- BASIC PRINCIPLES- Engages with others in a manner that fosters mutual trust, confidence, and respect while adhering to GCI’s Code of Conduct for Employees – the Basic Principles.
- COLLABORATION- Works effectively with others to achieve shared goals and objectives while maintaining positive relationships, even in challenging situations. Engages strategically with peers, senior leadership, interdisciplinary teams, customers (including new or dissatisfied clients), vendors, and employees. Builds rapport and fosters collaboration both within the company and externally to drive success. Works both independently and as part of a cohesive team to ensure operational excellence.
- COMMUNICATION- Communicates ideas clearly, professionally, and effectively. Demonstrates strong verbal and written communication skills, coupled with exceptional active listening abilities. Proven expertise in developing and delivering complex written and verbal customer proposals. Works collaboratively across cross-functional teams to ensure seamless communication and alignment.
- COMPLIANCE- Adheres to internal controls, protects confidential information, and upholds GCI’s Code of Business Conduct & Ethics.
- CUSTOMER FOCUS- Prioritizes service excellence and customer satisfaction. Proactively assesses, clarifies, and addresses customer needs to provide effective solutions. Builds and nurtures trust-based relationships with clients. Demonstrated success in cultivating and maintaining long-term customer partnerships.
- RELIABILITY- Consistently follows through on assigned tasks and commitments, ensuring punctuality for meetings, training, and other work responsibilities.
- RESULTS- Leverages of expertise, initiative, sound decision-making, and problem-solving skills to drive success. Consistently meets or exceeds performance targets, measurable goals, and sales quotas. Effectively utilizes documented sales processes and maintains accurate records. Highly adaptable, resourceful, and analytical with strong problem-solving skills. Maintains up-to-date knowledge of GCI’s products, services, and industry trends. Demonstrates strong consultative sales abilities, delivering tailored solutions to meet complex customer needs. Technically proficient and sales-oriented, with a deep understanding of business solutions and customer requirements. Excels in a fast-paced, challenging environment, staying informed about industry trends and market behaviors. Proficient in contract negotiation and management.
- SAFETY & SECURITY- Promotes a safe and secure work environment by adhering to all workplace safety rules, guidelines, and security protocols.
- TECHNICAL PROFICIENCY- Proficient in computer skills and MS Office applications (Outlook, Teams, Word, Excel) to perform job duties effectively. Maintains accurate inventory records and account details in CRM Salesforce.
Additional Job Requirements:
This role is responsible for supporting the overall growth and retention of business relationships. Focuses on managing enterprise accounts under supervision, building rapport with clients, and identifying opportunities to provide tailored solutions that align with customer needs.
Serves as a critical function for senior team members in complex sales and negotiations while gaining hands-on experience in consultative selling, CRM tools, and sales processes. Expected to meet or exceed sales targets and key performance indicators (KPIs) while working independently on routine tasks and seeking guidance for strategic decision-making. Through mentorship, training, and real-world application, it provides a strong foundation for career advancement in enterprise sales and account management.
Additional Competencies:
- Develops foundational knowledge of products, services, and industry trends.
- Manage enterprise accounts under supervision.
- Builds rapport and maintains positive customer relationships.
- Identifies customer needs and provides basic solutions.
- Supports senior team members in complex sales and negotiations.
- Demonstrates proficiency in CRM tools and basic sales processes.
- Meets or exceeds entry-level sales targets and KPIs.
- Works independently on routine tasks but seeks guidance for strategic decisions.
Minimum Qualifications:
Required: *A combination of relevant work experience and/or education sufficient to perform the duties of the job may substitute to meet the total years required on a year-for-year basis
- High School diploma or equivalent.
- Bachelor’s degree in Marketing, Business, Economics or similar emphasis. *
- Minimum of four (4) years of progressively responsible sales experience or account management of which to include:* Two (2) years of experience in a customer service or business-to-business sales-related industry consistently achieving or exceeding sales goals. Two (2) years of experience developing proposals.
Preferred:
- Experience in the telecommunications or enterprise technology sales industry.
- Relevant telecom industry or job specific certifications.
DRIVING REQUIREMENTS:
- This position requires driving a company-owned vehicle, company provided vehicle, or a personal vehicle on behalf of the company. Must possess and maintain a valid driver’s license, proof of insurance, a satisfactory driving record, and successfully complete Defensive Driving course.
PHYSICAL REQUIREMENTS and WORKING CONDITIONS:
- The role requires frequent travel within the assigned territory for client meetings and events.
- Work is primarily sedentary, requiring daily routine computer usage and heavy telephone usage/virtual interaction (i.e., Teams) with customers, vendors, and other employees.
- Ability to work shifts as assigned, work in standard office/home office setting, and operate standard office equipment.
- Ability to accurately communicate information and ideas to others effectively.
- Physical agility and effort sufficiently to perform job duties safely and effectively.
- Ability to make valid judgments and decisions.
- I must be willing and able to work a flexible schedule, including additional time on weekends and holidays, before or after normal work hours to meet goals and deadlines.
- Work in a fast-paced, goal-oriented environment with a strong emphasis on customer satisfaction and sales results.
- Must work well in a team environment and be able to work with a diverse group of people and customers.
- Virtual workers must comply with remote work policies and agreements.
The company and its subsidiaries operate in a 24/7 environment providing critical services to Alaskans and may need to respond to public health and safety matters or other business emergencies. Due to business needs employees may be contacted outside of the core business hours to respond to an immediate emergency. As such, you will be requested to provide emergency after-hour contact numbers, to include your home and cell phone numbers if you have those services.
Culture, Engagement, and Connection: At GCI, we foster an environment where the unique perspectives of our employees, customers, and fellow Alaskans are celebrated. We add value to our community by nurturing and empowering each member of our workforce, ensuring equal opportunities for every Trailblazer.
EEO: GCI is an equal opportunity employer. Qualified applicants are considered for employment without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, marital status, mental or physical disability, veteran status, or any other status or classification protected under applicable state or federal law.
DISCLAIMER: The above information in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
All employees of GCI work in support of the GCI Mission Statement and Declaration of Principles which are located on the GCI Career page and Employee portal.
About Us
Headquartered in Alaska with additional locations throughout the U.S., GCI has worked for more than 40 years to deliver communication and technology services to some of the most remote communities and in some of the most challenging conditions in North America. GCI is a pioneer in its field, bringing telemedicine and online education capabilities to communities across the state and continuing efforts to connect the Arctic globally as well as providing strong services to consumer and business markets. GCI’s introduction of 1 GIG internet speeds in the state as well as its innovative partnership with Apple are among the countless ways the company has transformed communication and quality of life for Alaskans.
EEO: We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or another characteristic protected by law.
