The Account Executive is the catalyst behind FirstLight’s success as an organization. As a consultative sales professional, the Account Executive is responsible for driving revenue growth and bringing in net-new business from prospects and existing customers. Account Executive’s own all opportunities for their assigned, named prospect accounts and are responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline. Job requirements include (but are not limited to):

• Negotiate and close as many 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.
• Build and expand relationships with Economic Buyer in prospect accounts.
• Assist the prospect in maximizing the return of their investment with FirstLight
• Establish yourself as a ‘Trusted Advisor’ to the prospect
• Support in retaining newly acquired customers and expanding footprint through cross/up sell opportunities.
• Stay abreast of competition, competitive issues and products.
• Provide regular reporting of pipeline and forecast through the CRM system.
• Collaborate with peers and management around ways to continually improve the sales organization.
• Provide expertise around areas of interest to discuss industry best practices and development of high-level strategies.
• Bring net new and innovative ideas to both the internal team and the customer.
• Assist in creating an environment of teamwork and continuous improvement.
• Demonstrate a commitment to excellence (i.e. strong business acumen)
• Partner with sales and additional pre-sales engagement members 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:

• Customer Focused: Approaching all opportunities through the lenses of the prospect or customer
• Strategic:  Able to prioritize and manage multiple accounts within territory
• Persuasive: Achieves ‘win-win’ positioning, guiding others to change status quo
• Resourceful: Able to overcome obstacles and barriers to find appropriate sales solutionsWillist

The Contract Specialist acts as the central point of contact on assigned proposals to lead and guide the work of the Bids with the Business team. Job Duties Include (but are not limited to):

• Reviewing RFQs, RFP’s and RFI’s to ensure compliance with company protocol and standards while creating proposal outlines.
• Preparing Templates and other documents used for collaboration and final response.
• Coordinating kickoff call with members of the Sales, Engineering, and Business Team  to ensure that proposals are presented successfully
• Research and gather information to include corporate information, product information, and other standard materials.
• Maintain, augment, and improve library of reusable components, templates, and processes to reduce response time and improve quality on future bids.
• Print, prepare, and ship final RFP’s. Some occasional travel may be required to get a bid in on time.
• Special projects and other duties as assigned.

Qualifications Knowledge, and Skills: To perform this job successfully, an individual must be able to perform each job duty satisfactorily. The requirements listed are representative of the qualifications, knowledge, skill and/or ability required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. Must possess strong computer skills with proficiency in Word, Adobe, Excel, and Outlook, as well as an aptitude to learn and navigate multiple operating systems. Ability to communicate professionally through all types of media with associates, management, and customers exhibiting poise, composure, and confidence when confronting high-pressure situations. Must have strong attention to detail, be well organized, and reliable. Ability to manage many proposals at once, prioritizing work projects to meet or exceed deadlines while keeping involved parties up to date on the status of the project. Ability to work independently and with a team in a fast-paced and high-volume environment with emphasis on accuracy and timeliness. Knowledge and/or experience with RFPIO (or equivalent software programs) beneficial. Education and/or Experience: High School Diploma (or GED or High School Equivalence Certificate) with a minimum of two (2) years relevant telecom, sales, or contract experience. Three - five (3-5) years relevant experience preferred; or equivalent combination of education and experience.

The OSP Make Ready Specialist is responsible for processing all required utility make ready needed to obtain a license in a timely and compliant manner to allow the OSP construction team to safely attach to utility poles. Essential Duties And Responsibilities:

• Issue utility make ready packages to approved contractors for review and cost estimate.
• Tracks and follows up on pending estimates to ensure they are obtained within strict time frames.
• Communicate with other third party attachers to coordinate additional make ready that may be required.
• Troubleshooting resolutions to decrease delays and/or expenses.
• Actively seeks to develop business rapport with licensing stakeholders, utility representatives, contractors, and vendors, exhibiting professionalism while representing the company.
• Completes purchase requisitions for licensing and make-ready work. Reviews final invoices for accuracy, addressing discrepancies with the vendor.
• Updates both internal and external electronic databases. Maintains files and documentation thoroughly and accurately in accordance with company policy and accepted industry standards.
• Communicates make ready and licensing developments with internal departments to keep projects moving.
• Complete special projects and other duties as assigned.

  QUALIFICATIONS, KNOWLEDGE, and SKILLS:  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the qualifications, knowledge, skill and/or ability required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. Must have thorough knowledge of applicable outside plant make ready regulations as well as industry standards and procedures. Should possess strong computer skills with an ability to type 60-65 words per minute and be proficient in Excel, Outlook, and Word, as well as have an aptitude to learn and navigate multiple operating systems. Ability to communicate professionally through all types of media with utilities, contractors, municipalities, and associates, exhibiting poise, composure, and confidence when confronting high-pressure situations. Must have strong work ethic, be well organized, and reliable. Ability to work independently and with a team in a fast-paced and high volume environment with emphasis on accuracy and timeliness. EDUCATION and/or EXPERIENCE:  High School Diploma (or GED or High School Equivalence Certificate) with a minimum of two (2) years relevant experience. Associates Degree in business administration, engineering, or related field with three (3) years relevant experience preferred; or equivalent combination of education and experience.

The Senior Network Engineer will provide Layer 2 and 3 expertise, designing the framework to strategically expand our network, while delivering packetized services to carrier and enterprise customers.  

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Analyze and assess structure and behavior of expanding network systems including interior and exterior routing protocols.
• Author written network Engineering Design Packages including detailed implementation project plans and procedures.
• Collaborate with other operations departments to design approved infrastructure.
• Manage contractors and vendors during implementation phase.
• Provide technical and costing expertise to sales engineering teams during complex network developments.
• Continuously identify, review, and recommend potential opportunities for cost-savings, service quality improvement, and operational efficiency.
• Develop operational strategies such as Service Migration (grooms). End of Life (EOL) management, expansion, and vulnerability mitigation processes.
• Develop Technology roadmaps.
• Serve as the escalation contact during complex outages requiring Layer 3 analysis. 
• Develop and assist in developing Reasons for Outages (RFO) and corrective action plans.
• Perform special projects and other duties as assigned.

QUALIFICATIONS, KNOWLEDGE, and SKILLS:  

• Minimum of five (5) years relevant experience in a Service Provider environment utilizing ISIS, OSPF, BGP, and MPLS.
• Experience architecting large scale IP networks and supporting system design as either the lead engineer or as part of a team. 
• Experience with design and implementation of large scale/regionalized Route Reflectors.
• Experience with Carrier Ethernet design/deployment, focused on MEF compliant architectures.
• Experience with equipment and vendors such as Adtran NetVanta, Ciena CES, Cyan Z-Series, Telco Systems, Accedian, and Juniper MX Series.
• Thorough knowledge of Engineering Design Package (EDP) creation and execution.
• Proven ability to manage contractors and vendors.
• Functional working knowledge of Linux/Unix OS variants.

EDUCATION:  

• Bachelor’s degree preferred 
• CCNP Service Provider required