Account Manager - Government & Education - Cox Business

Cox Communications, Foothill Ranch, CA 92610

Cox Communications is committed to creating meaningful moments of human connection through broadband applications and services.

Duration: Full-Time

Primary Location: 27121 Towne Centre Dr, Foothill Ranch, CA, USA

Division: Cox Communications

Job Level: Individual Contributor

Travel: Yes, 5 % of the Time

Schedule: Full-time

Shift: Day Job

Requisition Number: 225922

At Cox, we’re forward-thinking innovators who put people first. Our award-winning workplace culture is centered on inclusion and kindness, and we’re looking for people to join our mission to be a force for good in the world. Come build a better future with us across automotive, communications, the environment and more.

We want to do everything we can to keep our employees safe and healthy. Therefore, where permitted by applicable law, you will need to be fully vaccinated against COVID-19 to be considered for this U.S.-based job. Reasonable accommodations for medical and religious objections will of course be considered.

Keep reading to learn more about this opportunity to join the Cox family of businesses.

Role Summary
The Cox Business Government Account Manager manages relationships with assigned government customers and achieves assigned financial sales targets for Cox Business.
The position works independently with the most time spent on customer consultation, sales plan development; little or no cold calling in most locations. The role includes a long sell-cycle and sells complex, high-value products and services. Incumbent will use a personal vehicle for extensive local travel (with reimbursement for travel). The role is part of a goal-driven, sales organization with pressure to grow revenue quickly. Incumbent will manage their own schedule. Spends majority of the week out of the office but while at the Cox offices, works in a cubicle at a desk. The role is expected to perceive that Cox is a good place to work.
Primary Responsibilities and Essential Functions
Essential functions of the role include sales, account management, coordination, administration, and self-development. Primary responsibilities within these functions include:
- Develops strategies to sell sophisticated telecom solutions to government clients in a regulated environment. Solutions involve complex voice, data, video and other assigned products.
- Develops and maintains long range account management plans for successful penetration of existing and prospective government accounts.
- Identifies new prospects and sales opportunities using multiple sources of sales leads. Collects information about prospects businesses and their needs, and meets with customers to assess needs and identify potential applications.
- Builds an effective consultative relationship with customers during the sales process.
- Provides project management oversight for all RFIs and RFPs for government entities.
- Collaborates with Sales Engineers and/or Sales Support Team to determine appropriate solutions for very large/complex customers; assesses ROI of solutions. Develops proposals and multi-media sales presentations.
- Makes face-to-face sales presentations to customer decision makers. Uses solution selling techniques to leverage the position of Cox and to educate and influence customers.
- Negotiates pricing and products with new customers. Verifies that service pricing reflects pricing structures set at the corporate level.
- Collaborates with Community Relations to creates and participate in opportunities to serve as a public representative and image builder of Cox in the local/county/federal communities in order to network and develop and maintain Coxs presence; e.g. promotes and/or attends non-profit events, serves as a member of the Chamber of Commerce and other local councils.
- Within assigned accounts, tracks and anticipates upcoming contracts slated for expiration and proactively monitors government funding opportunities to expand or renew the base (including grants, loans and special programs) and develops and implements a renewal plan.
- Coordinates with local Cox Government Affairs, Cox Media, Community Relations, Corporate Government Sales, and appropriate purchasing programs to maximize sales of Cox products and services.
- Collaborates with Sales Manager and Director of Sales to develop forecasts, resolve issues, and identify opportunities to pursue.
- Documents all-government related activities.
- Prepares and manages forecasts, win/loss metrics and sales pipeline reporting for accounts, and provides updates as required by management.
- Works with Order Entry Specialist to set up orders for installation. Works with Sales Engineer and/or Sales Support Team to address any issues regarding installation or service for the customer.
- Prepares regular expense, sales forecasts, and sales activity reports using software designed for that purpose.
- Keeps customer database (Optix/BID) up to date by recording all activities, transactions, and communications with customers.
- Attends job-related training to increase knowledge of Cox and competitor telephony, data, wireless, and video services and offerings, customer premise equipment, networking, consultation, negotiation, and sales skills; attends strategic and/or development meetings with Sales management.
- 2 or more years of experience required in related field (business-to-business consultative outside sales experience)
- Valid drivers license, good driving record, reliable transportation
- Requires 6 months work experience using Windows-based PCs, Microsoft Office
- Excellent skill in assignment management, building relationships, becoming a business advisor,business sales skills, expand and advance sales opportunities, formal presentation skills, functional competence, high impact communication, continuous learning, PC skills, produces results, and sales dispositoin, in order to work effectively with teams throughout organization.
- BS/BA degree in related discipline strongly desired
- 5 years successful business-to-business outside sales experience with quotas
- 3 years successful communications sales experience
- 3 years government sales experience

Who We Are

About Cox Communications

Cox Communications is committed to creating meaningful moments of human connection through broadband applications and services. The largest private telecom company in America, we proudly serve six million homes and businesses across 18 states. Were dedicated to empowering others to build a better future and celebrate diverse products, people, suppliers, communities and the characteristics that makes each one unique.

About Cox

We are the Cox family of businesses. Weve been making our mark since 1898 by building and evolving world-class businesses, staying true to our values, and encouraging top talent to always look for growth and impact while building a career with us. Our primary divisions - Cox Communications and Cox Automotive - are driving a new wave of innovation, powering smart cities with powerhouse broadband communications and pioneering greener, more progressive transportation alternatives for individuals and fleet operators. Were also expanding into new spaces like cleantech and healthcare to rev up our momentum toward building a better future for the next generation. Were looking for the talent today who will be our leaders tomorrow. Sound intriguing? Learn more about where we are today, where we hope youll be going with us, and the common purpose that unites us at

Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page.

Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individuals age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.

Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.

About Cox Communications

Cox Communications is a broadband communications and entertainment company, providing advanced digital video, Internet, telephone and home security and automation services over its own nationwide IP network. The third-largest U.S. cable company, Cox serves approximately 6 million residences and businesses. Cox Business is a facilities-based provider of voice, video and data solutions for commercial customers, and Cox Media is a full-service provider of national and local cable spot and digital media advertising.

Cox is known for its pioneering efforts in broadband, voice and commercial services, industry-leading customer care and its outstanding workplaces. For nine years, Cox has been recognized as the top operator for women by Women in Cable Telecommunications; Cox has ranked among DiversityInc's Top 50 Companies for Diversity 11 times. More information about Cox Communications, a wholly owned subsidiary of Cox Enterprises, is available at and

Cox Communications

Want to learn more about Cox Communications? Visit Cox Communications's website.