Account Director Senior, Large Enterprise
New
L
LumenEnterprise technology
Source API remote eligibility restrictions: United StatesFull-TimeSenior
Salary139,166 - 185,552 USD per year
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Job Details
- Experience
- 8+ years of enterprise sales experience
- Required Skills
- Networking
Requirements
- 8+ years of enterprise sales experience and sustained quota achievement.
- Success acquiring and expanding large, important, or global enterprise accounts.
- Experience closing complex deals with multimillion-dollar total contract value.
- Expertise in customer business and financial drivers, enterprise technology markets, and complex buying environments.
- Knowledge of relevant solutions such as networking, cloud, security, managed services, or enterprise software.
- Demonstrated judgment structuring and negotiating complex product, service, pricing, and contract terms with senior customer leaders.
- Technical fluency to lead discovery and direct architects and specialists effectively.
- Experience independently planning account strategy and coordinating colleagues and partners across the customer lifecycle.
- Understanding of recurring-revenue and consumption-based models, including activation, adoption, and usage.
- Practical experience using AI and automation to improve sales execution, with disciplined validation of outputs.
Responsibilities
- Own and execute account strategies for a portfolio of large, important, or global accounts.
- Develop use cases connecting modernization to customer growth, efficiency, resilience, risk reduction, and innovation.
- Build qualified pipeline through executive relationships, account intelligence, prospecting, partners, marketing, and business development.
- Lead discovery with executive, business, technical, operational, and financial stakeholders.
- Build quantified business cases covering value, investment, implementation requirements, risk, and cost of inaction.
- Lead complex sales cycles through qualification, validation, pricing, negotiation, procurement, legal review, and close.
- Plan account resources and coordinate sales, technical, delivery, customer success, channel, and partner teams.
- Retain commercial ownership through implementation and activation, and drive adoption and value realization.
- Use consumption data and customer signals to address underutilization, revenue risk, and expansion opportunities.
- Maintain qualification, stakeholder maps, forecasts, and CRM records, and use AI and automation to improve sales execution.
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