Client Partner - Technology Sector, Strategic Accounts

AT&T Services, Inc.; San Jose (CA); On-site; USD 186,000 - 253,000; Full time

Benefits offered by this job

Medical/Dental/Vision coverage

401(k) plan

Tuition reimbursement program

Paid Time Off and Holidays

Paid Parental Leave

Caregiver Leave

Life Insurance

Employee discounts on AT&T services

Job summary

AT&T is seeking a Client Partner to lead relationship-driven sales within a portfolio of named technology accounts across Fiber, Mobility, and Converged solutions.

Based in multiple US locations including California, this role focuses on expanding revenue, maintaining executive-level relationships, and delivering measurable outcomes through strategic account plans and cross-functional collaboration.

Qualifications

• 8+ years of related sales experience managing B2B opportunities.
• Proven success growing and retaining strategic B2B accounts.
• Advanced consultative and solution-selling capabilities.
• Ability to engage and influence senior stakeholders.
• Strong forecasting and data-driven decision making.

Responsibilities

• Capture AI infrastructure opportunities in assigned accounts.
• Grow and retain strategic technology accounts, manage renewals.
• Build and execute strategic account plans with stakeholders.
• Lead regular executive reviews and align on business needs.
• Identify upsell and cross-sell opportunities and negotiate terms.
• Collaborate with internal teams to deliver solutions.
• Monitor account health and reduce churn risks.
• Analyze market signals to sharpen sales strategy.
• Maintain accurate opportunity and forecast records.

Skills

Sales experience

Account management

Consultative selling

Stakeholder engagement

Forecasting

Cross-functional collaboration

Negotiation

Job description

Sales employees will concentrate on acquiring new business and conducting customer meetings most often, at the customer location. When not in the field, sales employees are expected to collaborate with their team from their assigned office location and place of work. Fiber or Mobility Solutions AI is transforming how the world works, and every model, data center, and cloud platform behind it requires enormous amounts of network connectivity. Whether through High-Capacity Fiber or Mobility solutions, AT&T is moving fast to meet that demand. Join a growing team of sales professionals that partner with the world's leading technology companies to deliver the network solutions their AI infrastructure depends on. As a Client Partner in the AT&T Technology Sector Strategic Accounts organization, you will own the relationship and sales strategy for a portfolio of existing named technology accounts. This role is for an experienced seller energized by the AI-driven growth of today's technology companies, who can turn customer priorities and market shifts into focused account strategies, stronger executive relationships, and sustainable revenue. You will collaborate directly with customer stakeholders and partner closely with internal teams to expand solution adoption, strengthen retention, and deliver measurable results. Client Partner openings are available with a focus on Fiber, Mobility, or Converged Fiber and Mobility solutions. Earn with confidence, upside, and visibility into your total opportunity. This role offers a competitive base salary, performance-based commission, and meaningful earning upside tied directly to sales results. At target performance, total annual earnings are expected to range from $185,600 to $252,800, with the opportunity for top performers to exceed target based on quota achievement, new revenue growth, and strength of pipeline execution. Your earnings will be driven by how effectively you build and manage enterprise opportunities, develop customer relationships, advance complex solutions, and close business. High-performing sellers who consistently create qualified pipeline, expand account potential, and deliver results can accelerate earnings to $350,000 or more while building long-term career momentum within AT&T.

What you'll do:

• Capture the AI infrastructure opportunity: Win a growing share of the high-capacity fiber and Mobility demand created by the AI infrastructure build-out within your assigned accounts, positioning AT&T as the network partner of choice for technology companies building and scaling AI.
• Grow and retain strategic technology accounts: Own a relationship-led sales motion focused on retaining, expanding, and increasing share of wallet within an assigned portfolio of technology customers, and meeting or exceeding assigned revenue, retention, and growth objectives.
• Build and execute account plans: Develop strategic account plans, map stakeholders and buying groups, research customer, and industry priorities, identify whitespace across fiber and mobility, and maintain disciplined pipeline coverage, renewal visibility, and forecast accuracy.
• Own the customer relationship: Build relationships with senior customer leaders and lead regular business and executive reviews to understand evolving strategic, operational, and technical needs, shape a compelling business case, and recommend the right solution for each customer.
• Drive expansion and renewals: Identify upsell, cross-sell, and contract renewal opportunities; coordinate proposals, pricing, presentations, and, when applicable, RFP responses; and negotiate commercial terms that extend the relationship and grow the account.
• Orchestrate internal expertise: Partner with solution architects, engineering, product, pricing, legal, implementation, operations, and external partners to develop feasible solutions and deliver on customer commitments.
• Focus on the customer: Function as the customer's advocate, proactively monitor service health, and help resolve installation, billing, or account issues quickly to reduce churn risk and preserve opportunities for future growth.
• Apply market insight: Monitor customer priorities, competitor activity, technology developments, and account signals to identify opportunities and continuously improve sales strategy and execution.
• Own your results: Maintain accurate sales activity, opportunity, and forecast records; use data to prioritize effort; and communicate risks, commitments, and progress against defined goals.

What you'll bring:

• 8+ years of related sales experience, including experience managing complex business-to-business opportunities with limited supervision.
• Demonstrated success growing and retaining strategic B2B accounts, developing account plans, expanding share of wallet, managing renewals, and meeting or exceeding assigned quota.
• Advanced consultative and solution-selling capability, including discovery, business-case development, proposal creation, presentation, negotiation, and closing.
• Ability to engage and influence customer stakeholders across business, technical, procurement, and executive audiences.
• Ability to analyze account, market, and pipeline data; make sound decisions; solve problems; and maintain reliable forecasts and sales records.
• Ability to coordinate cross-functional contributors and manage multiple complex pursuits with clear ownership, urgency, and follow-through.
• Highly Desirable: Working knowledge of how technology companies build and scale, including cloud, data center, and AI infrastructure, and how network capacity supports their growth.
• Working knowledge of high-capacity networking solutions such as high-capacity wavelength, DIA, DWDM, MOFN and cloud interconnect solutions.

Duties directly related to making sales include:

• Meeting with customers and engaging in sales activities at customer site;
• communicating with customers via phone, teleconference, e-mail, etc. related to proposed solutions/sales, etc.;
• traveling to/from the customer premise for sales activities;
• providing subject matter expertise on technical sales issues;
• advising customers on suitability of products based on technical needs;
• preparing proposals/presentations/bids, including developing pricing/strategic plans and proposed solutions/sales;
• researching/developing solutions with AT&T external partners, including design/engineering;
• researching customer business/industry to identify new sales opportunities.

Our Lead Strategic Accounts 4 ECO jobs earn between $110,600.00 - $177,800.00 + commission $75,000. Not to mention all the other amazing rewards that working at AT&T offers. Individual starting salary within this range may depend on geography, experience, expertise, and education/training.

Joining our team comes with amazing perks and benefits:

• Medical/Dental/Vision coverage
• 401(k) plan
• Tuition reimbursement program
• Paid Time Off and Holidays (based on data of hire, at least 23 days of vacation each year and 9 company designated holidays)
• Paid Parental Leave
• Paid Caregiver Leave
• Additional sick leave beyond what state and local law require may be available but is unprotected
• Adoption Reimbursement
• Disability Benefits (short term and long term)
• Life and Accidental Death Insurance
• Supplemental benefit programs: critical illness/accident hospital indemnity/group legal Employee Assistance Programs (EAP)
• Extensive employee wellness programs
• Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone

Weekly Hours: 40

Time Type: Regular

Location: Bellevue, Washington, Denver, Colorado, Los Angeles, California, Pleasanton, California, Sacramento, California, San Diego, California, San Francisco, California, San Jose, California

Salary Range: $110,600.00 - $177,800.00

Job code may apply to both exempt and non-exempt employees depending on state requirements.

AT&T and its subsidiaries are committed to equal employment opportunity. All hiring, promotion, and other employment decisions remain merit-based and free from discrimination on the basis of race, color, religion, religious creed, national origin, ancestry, age, sex, sexual orientation, gender, gender identity, gender expression, physical disability, mental disability, pregnancy, medical condition, genetic information, marital status, citizenship status, military status, veteran status, or any other characteristic protected by federal, state, or local laws. In addition, AT&T will provide reasonable accommodations to qualified individuals with disabilities.

AT&T is a fair chance employer and does not initiate a background check until an offer is made.

We are pioneers of making connections and have been ever since Alexander Graham Bell invented the telephone and founded our company. That was nearly 150 years ago, and we haven't stopped innovating since. At our core, we help bring families, communities, and businesses together with the products and services they need to thrive every day. From the widespread and growing availability of 5G and Fiber to working on things we once only dreamed of—at AT&T, we create connections that change the world.