Account Director 2

The Role

Own expansion and modernization across a portfolio of complex, high-profile Regional Enterprise accounts by connecting customer priorities to measurable outcomes enabled by network, cloud, security, managed services, and related technology solutions.                                                                 

You independently plan the account approach, create demand, shape commercial outcomes, and lead cross-functional pursuit teams without formal authority. Your deep understanding of customer business and financial priorities, market context, and relevant solutions makes you a trusted specialist who develops customers’ and colleagues’ understanding.            

The Main Responsibilities

• Own and execute account strategies for complex or high-profile Regional Enterprise customers, including accounts with significant revenue, broad geographic reach, and diverse needs.                                                                      
• Analyze each customer’s business model, financial priorities, operating challenges, technology environment, and buying signals to identify whitespace, stakeholders, use cases, and funding paths.                                                                   
• Build qualified expansion pipeline through executive relationships, proactive discovery, account intelligence, partners, marketing, and focused prospecting.    
• Prioritize opportunities and resources based on customer value, solution fit, competitive dynamics, risk, and revenue potential; provide input that improves colleagues’ account approaches.                                             
• Lead consultative discovery with executive, business, technical, operational, and financial stakeholders to define desired outcomes, value at stake, decision criteria, and urgency.                                                           
• Translate customer needs into outcome-based solution narratives and quantified business cases addressing value, investment, implementation considerations, risk, and cost of inaction.
• Serve as a recognized expert in one or more business, sales, product, or service areas; develop customer and colleague understanding through informed points of view and best practices.

• Direct and coordinate Solutions Engineering, Customer Success, Product, Delivery, Marketing, channel, and partner resources around clear customer and commercial objectives.

• Own expansion opportunities through qualification, solution validation, proposal, negotiation, close, and transition to activation.                                                                  
• Exercise broad authority and moderate-to-considerable discretion, within company governance, to shape and negotiate product, service, pricing, and commercial terms with senior customer stakeholders.                                                                       
• Establish mutual action plans, stakeholder commitments, milestones, and next steps; identify customer risk, competitive threats, and dependencies early.                     
• Lead small-to-medium cross-functional pursuit teams without supervisory authority and hold contributors accountable for agreed actions and customer outcomes.             
• Maintain rigorous account plans, stakeholder maps, pipeline coverage, qualification, forecasts, next steps, and CRM records.                                                         
• Use AI, agents, and automated workflows to improve research, prioritization, meeting preparation, follow-through, and opportunity management; validate outputs and apply sound judgment.
• Share customer and market insight, coach peers on proven practices, and help improve sales execution and solution fit.                    

What We Look For in a Candidate

• 6+ years of complex B2B sales experience, or equivalent evidence of capability, with sustained success growing existing customer relationships and achieving sales goals.             
• Bachelor’s degree or equivalent education and experience; practical experience with AI-enabled sales tools is preferred.                                                                 
• Experience owning complex or high-profile accounts and advancing multi-stakeholder technology opportunities from discovery through negotiation and close.      
• Deep expertise in one or more relevant domains, such as customer business and financial drivers, networking, cloud, security, managed services, or enterprise technology sales.                                                                
• Demonstrated judgment and discretion in structuring and negotiating product, service, pricing, or commercial terms with senior customer stakeholders.                           
• Ability to plan account strategy independently, influence colleagues’ approaches, and lead cross-functional teams without formal authority.
• Strong executive communication, business-case development, forecasting, pipeline management, and CRM discipline. 

Compensation

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