• Drive new business development and sales of internet services to multi-family property owners, managers, and developers. • Own the sales account function for Aerwave’s strategic clients and prospects. • Identify, qualify, and procure new business among owners and operators with portfolios that qualify as strategic accounts. • Develop a thoughtful strategy for the account; engage with key stakeholders; understand the client’s internal strategy and tailor management of the account to meet the client’s strategic and financial objectives; provide meaningful and substantive insights to relevant internal and external stakeholder and position yourself as a trusted advisor, not just a vendor. • Understand the competitive landscape and conduct market and competitive intelligence. • Travel (25-35% time) to prospect new business and maintain existing relationships in addition to managing business remotely via telephone and video conferencing. • Understand the client’s needs for the specific opportunity by asking probing questions during the sales discovery call and owning the opportunity through the life of the pursuit (which typically continues for many months). • Shepherd each opportunity through the entire sales process, from discovery through design, design iterations, proposal creation, and contract negotiations – own the opportunity. • Maintain quality data entry within the company’s CRM system to effectively track opportunity stage, pipeline, account activity, and unit book targets. • Lead sales engineering calls, relying on the subject matter expert of the sales engineer to answer technical questions during the pursuit; coordinate and quarterback efforts among the pre-sales design and engineering teams to timely answer the client/prospect’s questions about the Aerwave product. • Understand all components, the various nuances, of the network design and Aerwave’s scope of work for the specific opportunity; use good judgement and discernment in communicating with the prospect and to internal Aerwave teams to effectively move the opportunity forward. • Prepare, review and understand all proposal deliverables prepared by internal sales team, including deliverables you are responsible to prepare, and communicate key take-a-ways to prospects on a proposal review call and in email communications delivering the proposal. • Partner & collaborate with colleagues in all departments necessary to win. • Assume ownership of your sales goals. • Attend trade shows, proactively network, and showcase Aerwave solutions and products to prospective clients & buyers. • Engage with partners and customers to ensure Aerwave is regarded as the leading Managing WiFi Provider in the real estate industry. • Maintain account and opportunity-specific data and KPI metrics using Salesforce CRM to report monthly (and eventually weekly) performance metrics, forecast, and bookings. • Meet and exceed sales objectives and quotas.