Account Director (Network Testing & Planning)

Infovista; Guildford; On-site; GBP 90,000 - 140,000; Full time

Job summary

Infovista, based in Guildford, seeks a commercially driven Account Director to accelerate market growth with CSPs, service providers and a productive VAR ecosystem. You will drive revenue, build a solid pipeline, land new logos, and expand installed base, while partnering with pre-sales, operations and product teams.

You will manage complex B2B software deals, navigate multi-stakeholder negotiations, and travel as needed within the region to achieve quarterly targets.

Qualifications

• Proven quota-carrying sales experience with target achievement.
• 5+ years selling to CSPs, Service Providers and telco businesses.
• 10+ years in telecoms, networks, or related tech sector.
• Experience growing accounts, acquiring logos, and partner-led opportunities.
• Exposure to operators’ OSS environments and network-related solutions.
• Experience selling complex network-based applications across multi-service environments.
• Knowledge of automation/ML to improve MTTR and efficiency.
• Track record engaging senior executives and closing multi-stakeholder deals.
• Bachelor’s degree in engineering/IT/business or related field.

Responsibilities

• Own revenue targets across mid-market with clear forecast accountability.
• Grow installed base through renewals, upsell, cross-sell, and expansion.
• Acquire new logos and develop opportunities in untapped markets.
• Develop account plans translating customer needs into growth opportunities.
• Activate and grow CSP, Service Provider, and VAR partners via joint planning and co-selling.
• Lead end-to-end sales cycle from opportunity to close with internal coordination.
• Build executive relationships to shape opportunities and access.
• Maintain CRM hygiene with accurate pipeline and close plans.
• Convert marketing leads into qualified pipeline and territory motions.

Skills

Quota carrying sales

CSP/Service Provider sales

Partner ecosystem development

Executive-level relationship building

Forecasting & pipeline mgmt

Negotiation and closing

Travel flexibility

OSS domain exposure

Complex B2B software sales

Multi-stakeholder buying

Education

Bachelor's degree in Engineering, IT, Business, or related field

Tools

CRM systems

Job description

The Role & Team:

Infovista is looking to hire a commercially driven Account Director to accelerate market growth through CSPs, Service Providers, and a productive managed VAR ecosystem. This is a hands-on, quota-carrying sales role accountable for revenue delivery, qualified pipeline creation, new customer acquisition, installed-base expansion, and accurate forecasting across Infovista’s product portfolio.

The successful candidate will combine three core capabilities: farmer, hunter, and ecosystem builder. They will grow the installed base through renewals, upselling, cross-selling, and deeper account penetration; acquire new logos and develop new opportunities in untapped markets; and activate CSP, Service Provider, and VAR partners through partner development, joint account planning, and co-selling.

The Account Director will personally drive opportunities while leveraging partners to scale market reach and revenue, working closely with pre-sales, sales operations, product marketing, and product development to deliver successful outcomes for Infovista customers.

Key Responsibilities:

• Own and deliver assigned revenue targets across the mid-market, with clear accountability for bookings, pipeline generation, deal progression, and forecast accuracy.
• Grow the installed base by driving renewals, upselling, cross-selling, and expanding Infovista’s footprint within existing CSP, Service Provider, and enterprise accounts.
• Acquire new logos by identifying target accounts, creating demand, developing qualified opportunities, and closing new business across underpenetrated markets.
• Build and execute account plans that translate customer needs, market potential, and Infovista’s portfolio into measurable growth opportunities.
• Activate and grow a managed ecosystem of CSP, Service Provider, and VAR partners through partner development, joint account planning, opportunity mapping, and co-selling execution.
• Personally manage the sales cycle from opportunity creation to negotiation and close, coordinating internal resources while maintaining ownership of commercial outcomes.
• Develop and maintain executive-level relationships with customers, prospects, and partners to create access, shape opportunities, and strengthen Infovista’s position.
• Maintain disciplined CRM hygiene, including accurate pipeline data, opportunity stages, close plans, next steps, and reliable forecast submissions.
• Convert marketing- and sales-qualified leads into qualified pipeline and targeted account-based motions that support territory growth.

Qualifications:

• Proven quota-carrying sales experience with a demonstrable track record of achieving or exceeding targets, building qualified pipeline, and closing complex B2B software or technology deals.
• 5+ years’ experience selling products and solutions to CSPs, Service Providers, and related telecommunications businesses.
• 10+ years of total experience in the telecommunications, networks, or related technology sector.
• Experience growing existing accounts, acquiring new logos, and developing partner-led or partner-influenced opportunities through VARs, Service Providers, or ecosystem channels.
• Exposure to operators’ OSS environments and experience selling solutions linked to network testing, planning, optimization, monitoring, performance management, and network lifecycle automation.
• Experience selling complex, network-based applications across voice, video, mobile broadband, fixed, 5G, IoT, and related communications environments.
• Knowledge of how automation and machine learning can reduce MTTR, improve operational efficiency, and support customer business outcomes.
• Expert knowledge and practical experience of at least one major B2B sales methodology.
• Track record of engaging senior executives, negotiating commercial terms, and closing opportunities with multiple stakeholders.
• Bachelor’s degree in Engineering, IT, Business Studies, or a related field.
• Ability to travel within region.

Skills:

• Strong commercial acumen with the ability to qualify opportunities, shape value propositions, build business cases, and align Infovista solutions to customer priorities.
• Confident negotiation and closing skills, with the discipline to manage complex opportunities through clear close plans and executive alignment.
• Entrepreneurial drive and resilience to operate independently in a dynamic mid-market environment while actively creating demand and progressing opportunities.
• Ability to build productive customer and partner relationships that create access, trust, influence, and measurable commercial outcomes.
• Strong understanding of CSP and Service Provider challenges in planning, deploying, migrating, and operating multi-vendor networks.
• Competitive awareness and the ability to position Infovista’s portfolio clearly against alternative offerings.
• Excellent communication, organization, CRM discipline, and self-management across multiple accounts, opportunities, and partner motions.

Success Indicators:

• Consistent quota attainment and delivery of assigned revenue targets.
• Healthy qualified pipeline generation and coverage aligned to territory and forecast commitments.
• New-logo acquisition and expansion into underpenetrated mid-market accounts.
• Installed-base growth through renewals, upsell, cross-sell, and increased account penetration.
• Partner-sourced or partner-influenced revenue generated through CSP, Service Provider, and VAR ecosystem leverage.
• Reliable CRM hygiene, forecast accuracy, opportunity progression, and close-plan execution.