Job Summary
GVTC is hiring a Business Solutions Advisor — a consultative B2B sales role where you own a real book of business and have the authority to grow it. You'll serve as the primary GVTC relationship for small and mid-market businesses in your assigned territory, selling fiber, voice, mobile, and security services. The work is half field, half inside — meeting customers where they run their business and earning long-term trust by understanding their operations before recommending solutions. This is a growth role at a growth moment: new product launches, an accelerating pace of change in our industry, and a sales environment that rewards performance. Competitive commissions, professional development, and a hybrid schedule. GVTC is a 75-year-old member-owned cooperative serving the Texas Hill Country, building the SMB sales function that takes us into the next decade. If you're self-motivated, sold B2B telecom or technology, and want true territory ownership, this is the seat.
The Business Solutions Advisor is a consultative sales professional responsible for owning, growing, and protecting an assigned book of GVTC business accounts. The role serves as the primary GVTC relationship for small and mid-market business customers — understanding their operations, recommending technology solutions that fit their business, and earning long-term partnership through expertise, responsiveness, and trust.
Business Solutions Advisors are active across three sales motions: field engagement with business customers and prospects in their place of work, inbound response to customer-initiated contact through phone and digital channels, and outbound proactive outreach for expansion, retention, re-contracting, and prospecting. The role uses the Trusted Advisor selling methodology and the Digital Harmony framework to position GVTC’s integrated business product portfolio against customer-specific needs.
This is a sales role with end-to-end ownership of an assigned book of business. Account assignments may be designated by geography, industry vertical, account size, or a combination, and may evolve as the business grows. The role is accountable for revenue, retention, expansion, and market share growth within the assigned book — not for activity volume alone.
Essential Duties and Responsibilities
Book of business ownership
- Own the full GVTC relationship with an assigned book of business customers, serving as the primary point of contact for sales, expansion, retention, and strategic account conversations.
- Maintain a working understanding of each customer’s business operations, growth plans, technology environment, and competitive context.
- Build and manage a structured account-touch cadence to ensure no account in the book goes neglected and at-risk accounts are intercepted before competitive exposure.
- Coordinate with technical support, network operations, and customer service to ensure assigned accounts receive responsive service and clean issue resolution.
- Function as the customer’s advocate inside GVTC — anticipating issues, escalating where needed, and ensuring delivery commitments are met.
Revenue performance and growth
- Achieve assigned monthly, quarterly, and annual targets for new revenue, gross adds, retention, MRR expansion, and contract value.
- Drive expansion within the existing book: speed upgrades, additional locations, voice and mobile attach, security and managed services, value-added services.
- Lead re-contracting conversations on accounts approaching contract expiration, including expired month-to-month accounts; protect MRR through structured renewal cycles.
- Pursue new business through prospecting, lead follow-up, referral generation, and field activity in assigned territory or vertical.
- Maintain individual performance against the published commission plan, including amplifier behaviors for bundle depth, security attach, multi-location accounts, and contract length.
Trusted Advisor selling methodology
- Apply the Trusted Advisor framework on every customer engagement: Rapport, Discovery, Single Recommendation, Cross-Sell, Close.
- Lead with discovery, not pitch. Understand how each business operates, what their customers expect, and where technology either enables or constrains them before recommending solutions.
- Position bundled, integrated solutions (broadband, voice, mobile, security, managed services) as the default — single-product configurations are the exception, not the norm.
- Make a single, confident recommendation aligned to the customer’s business outcomes rather than presenting a menu and deferring the decision.
- Attend regular Trusted Advisor training and ongoing methodology refreshes.
Field and market presence
- Spend regular time in the field meeting with business customers and prospects in their place of work.
- Attend chamber of commerce events, business association meetings, civic functions, and community gatherings as a visible representative of GVTC in the local business community.
- Develop and maintain relationships with community influencers, business networks, and referral sources that generate qualified business leads.
- Conduct on-site presentations and product demonstrations for prospective customers and existing accounts evaluating expansion.
- Maintain a professional appearance and manner consistent with GVTC’s position as a trusted business technology partner.
Inbound and outbound coverage
- Participate in rotational inbound coverage for business customer and prospect calls, ensuring consistent live response during business hours.
- Execute structured outbound campaigns assigned by Lifecycle Marketing or Business Sales leadership — win-back, never-served acquisition, re-contracting, attach, retention.
- Convert inbound service or billing contacts into qualified opportunities to deepen the relationship where appropriate, without compromising service delivery.
- Work assigned lead lists (SMB never-served, win-back, expansion targets) with disciplined follow-through and accurate disposition coding.
Market intelligence and product feedback
- Provide structured field feedback to Product Management on customer needs, competitive offers, pricing dynamics, and product gaps observed in the market.
- Provide structured feedback to Marketing on messaging effectiveness, lead quality, campaign performance, and competitive positioning in the field.
- Identify emerging business segments, vertical opportunities, and underserved markets that fit GVTC’s capability set.
- Maintain awareness of competitive activity in assigned territory, including offers, build activity, and account-level competitive threats.
Operational discipline
- Prepare professional written proposals, quotes, contracts, and statements of work.
- Negotiate contract terms, pricing, and special-project arrangements within approved authority levels; escalate appropriately when outside those limits.
- Maintain accurate records of customer contacts, opportunities, pipeline, and account activity approved sales tracking systems.
- Submit timely activity reports (daily, weekly, monthly) as required by Business Sales leadership.
- Validate personal commission earnings against the published plan and submit timely disputes through defined channels when needed.
- Participate in required training, methodology certification, sales meetings, performance reviews, and team development activities.
Required Knowledge, Skills, and Abilities
Sales capability
- Demonstrated B2B sales experience with track record of meeting or exceeding individual targets in a consultative-selling environment.
- Comfort with full sales-cycle ownership: prospecting, discovery, proposal, negotiation, close, and post-sale relationship management.
- Strong objection handling, negotiation, and contract-discussion skills with the patience to earn long-cycle business deals.
- Comfortable initiating cold outreach with business owners, operations managers, and IT decision-makers.
- Ability to read business buying dynamics — who decides, who influences, who blocks — and adapt the sales motion accordingly.
Business and product knowledge
- Working knowledge of business technology fundamentals: dedicated and shared broadband, fiber, voice (hosted and traditional), mobile for business, managed network services, business security, IPTV.
- Awareness of small and mid-market business operations and the technology needs that drive purchasing decisions (uptime, scalability, security, cost predictability).
- Awareness of competitive landscape in GVTC service areas: ILEC, cable, fixed wireless, fiber overbuilders, and managed service providers.
- Ability to translate technical specifications into business outcomes that resonate with non-technical buyers.
Communication and relationship building
- Excellent verbal and written communication — in person, on the phone, and in professional written proposals and correspondence.
- Active listening with the discipline to let the customer describe their business before recommending solutions.
- Strong professional presence in customer-facing and community-facing settings.
- Ability to build genuine, long-term business relationships rather than transactional sales interactions.
- Empathy and de-escalation skills for working through service issues, billing disputes, and tense customer conversations.
Operational and technical
- Proficient with quoting, proposal, and sales tracking platforms.
- Comfortable with self-directed schedule management across field activity, inbound coverage, outbound calling, and administrative work.
- Detail-oriented with proposals, contracts, reporting accuracy, and customer record maintenance.
- Reliable, accountable, and self-motivated — able to maintain performance with limited day-to-day oversight.
Qualifications
Education and experience
· High School Diploma or GED required, some college preferred.
· Minimum 2 years of direct B2B sales experience required; telecommunications, technology, or business services experience strongly preferred.
· Demonstrated experience with consultative or solution-selling methodologies preferred.
· Experience managing a book of business with quota responsibility preferred.
Driving and field requirements
· Valid Texas driver’s license with acceptable driving record required.
· Reliable transportation for daily field activity.
· Must meet GVTC internal driving criteria and remain in compliance throughout employment.
Working conditions
· Hybrid work environment: regular in-office collaboration, training, and team meetings; remote work is available to Business Solutions Advisors who consistently meet or exceed performance standards and is subject to ongoing review.
· Substantial time spent in the field at customer locations, prospect sites, and community business events.
· Ability to work flexible hours including some evenings and weekends to align with business customer availability and community events.
Physical demands
· Extended periods of seated work at a computer with headset for phone-based selling and proposal preparation.
· Regular walking, standing, driving, and outdoor activity for field sales.
Performance measurement
The Business Solutions Advisor role is measured against revenue and outcome-based KPIs aligned to the published commission plan and quarterly business objectives. Primary metrics include:
- Monthly and quarterly revenue performance against target
- New MRR added (gross adds and existing-account expansion)
- Retention and churn rate on assigned book of business
- Re-contracting performance on accounts approaching or past expiration
- Attach rate on new sales (multi-product, multi-service, contract length)
- Pipeline health and forecast accuracy
- Methodology adherence (Trusted Advisor coaching scorecard)
- Quality and timeliness of market and product feedback to internal partners
This role does NOT primarily measure call volume, AHT, or activity counts. Activity discipline is expected as a baseline; the Business Solutions Advisor is held accountable for outcomes.
Compensation
Business Solutions Advisors are compensated through a base salary plus variable commission structure with amplifiers for the behaviors most aligned to GVTC’s strategic priorities: bundle depth, retention and re-contracting, multi-location accounts, and contract length. Full plan details are documented in the current SMB Sales Commission Plan.
Acknowledgement
This job description outlines the principal duties of the Business Solutions Advisor role and is not intended to be an exhaustive list. Other duties may be assigned by the supervisor. This description may be updated as the role and the business evolve.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Employee discount
- Flexible spending account
- Health insurance
- Life insurance
- Paid time off
- Parental leave
- Professional development assistance
- Referral program
- Retirement plan
- Tuition reimbursement
- Vision insurance
Application Question(s):
- Will you be able to pass the HR drug/alcohol screening?
- Do you have a minimum 2 years of direct B2B sales experience? Telecommunications, technology, or business services experience strongly preferred.
- Do you have demonstrated experience with consultative or solution-selling methodologies?
- Do you have experience managing a book of business with quota responsibility?
Ability to Commute:
- New Braunfels, TX 78132 (Required)
Work Location: Hybrid remote in New Braunfels, TX 78132
