About Us
At Cable One and our family of brands, we keep our customers and associates connected to what matters most. For our associates, that means a thriving and rewarding career, respect for the communities where they live and work, a focus on health and wellness, an excellent work/life balance, and an open and inclusive workplace.
Role Overview
The Connected Properties Account Executive will identify, develop, and close property-wide managed connectivity and data services opportunities across assigned markets or accounts, including multi-dwelling communities, resorts, destination properties, larger hotels, hotel chains, hospitality portfolios, student housing, senior living, and other property-based environments.
This role will use consultative discovery to understand how property owners, developers, operators, and management organizations want to improve the complete resident, guest, and property connectivity experience, simplify property operations, differentiate their properties, and support current and future connected-property needs. The Account Executive will manage the sales process from prospecting through contract execution and implementation handoff while working with key customer stakeholders and internal partners.
Key Responsibilities
Territory & Account Development
- Build and execute a territory and account plan that identifies priority properties, ownership groups, developers, property managers, resort operators, hotel groups, and portfolio opportunities
- Create new opportunities through targeted outreach, referrals, field activity, industry relationships, events, and coordinated account-based selling
- Identify and qualify opportunities involving new construction, retrofit projects, individual properties, multi-property organizations, and broader portfolios
- Build relationships with property owners, developers, real estate investment organizations, property management companies, resort operators, hotel ownership and management groups, and other key stakeholders
Customer Discovery & Solution Development
- Identify and position the appropriate data services, internet access, bandwidth, network architecture, resiliency, and service requirements needed to support each connected property solution
- Lead consultative discovery for MDU and hospitality environments, including in-unit or guest-room Wi-Fi, common areas, conference and amenity spaces, resident or guest onboarding, property operations, support expectations, and portfolio standards
- Identify business and technical requirements for managed Wi-Fi, internet access and data connectivity, centralized network visibility, staff networks, cameras, access control, amenities, IoT devices, and smart-property technologies
- Partner with Sales Engineering, Product, Operations, Construction, and implementation resources to develop a complete, feasible, and supportable solution
- Develop and present managed-services proposals and business cases focused on resident or guest experience, operational simplicity, property differentiation, and long-term value
Stakeholder & Opportunity Management
- Engage customer decision-makers and key stakeholders to understand priorities, build consensus, address concerns, and advance opportunities
- Own the full sales cycle, including prospecting, qualification, stakeholder mapping, property and site coordination, solution reviews, pricing, proposal delivery, negotiation, approvals, contracting, and close planning
- Maintain clear next steps, customer commitments, internal dependencies, risks, and decision criteria throughout the opportunity
- Engage the Connected Properties Sales Manager and appropriate internal resources for complex opportunities and executive-level discussions
Pipeline, Forecasting & Reporting
- Maintain accurate account, activity, opportunity, next-step, close-date, risk, and forecast information in Salesforce
- Build and maintain sufficient qualified pipeline to achieve assigned revenue, contract value, property, and unit goals
- Communicate sales activity, opportunity progress, forecast changes, risks, and support needs to leadership
- Follow established Connected Properties sales processes, discovery standards, qualification criteria, and customer-experience expectations
Customer Experience & Expansion
- Remain engaged through key deployment milestones to support a smooth customer experience and effective transition to implementation and support teams
- Identify opportunities for additional MDU or hospitality properties, portfolio expansion, renewals, references, and new managed connectivity and data services use cases
- Deliver a responsive, professional customer experience aligned with Sparklight standards
Qualifications
- 2+ years of experience in B2B, enterprise, MDU, hospitality, broadband, managed services, networking, Wi-Fi, technology, commercial real estate sales, or a comparable consultative sales environment
- Demonstrated ability to prospect, build pipeline, engage multiple stakeholders, and advance complex opportunities to close
- Ability to learn technical concepts and translate them into clear business and customer outcomes without relying on product-specific language
- Strong discovery, presentation, proposal, negotiation, follow-up, and relationship-management skills
- Experience collaborating with technical, operational, financial, construction, legal, billing, and support teams
- Experience using Salesforce or a comparable CRM and maintaining accurate opportunity and forecast information
- Strong organizational skills with the ability to manage multiple opportunities, customer stakeholders, priorities, and deadlines
- Working knowledge of managed Wi-Fi, internet access, data connectivity, property-wide connectivity, smart-property infrastructure, IoT network enablement, or related technology solutions preferred
- Experience with MDU owners, resorts, hotel ownership and management groups, hospitality portfolios, student housing, senior living, or bulk arrangements preferred
- Ability to travel within the assigned territory as needed for customer meetings, property visits, industry events, and internal collaboration
