Director-Sales ECO

AT&T Mobility Services; San Jose (CA); Presencial; USD 200.000 - 320.000; Jornada completa

Descripción de la vacante

AT&T Mobility Services, a leader in enterprise telecommunications, seeks a Director of Enterprise Sales for High-Tech accounts. You will lead a team focused on acquiring new logos, expanding wallet share, and driving revenue growth across complex, large-scale deals.

You will set hunting cadences, build the pipeline, and coordinate resources across engineering, product, marketing, and channels to close strategic opportunities.

Formación

• 10+ years of related sales experience in enterprise/B2B environments.
• Demonstrated experience leading sales teams, including front-line managers or senior professionals.
• Proven track record of new business development, including net-new logo acquisition and large deals.

Responsabilidades

• Own new business revenue targets for a portfolio of High-Tech accounts.
• Build and lead a hunting team of Client Solutions Executives and support resources.
• Drive pipeline generation discipline with cadence, territory coverage, and funnel hygiene.
• Define acquisition strategy and allocate resources to high-value opportunities.
• Lead complex pursuits from the front, engaging in C-level conversations and negotiations.
• Shape differentiated solutions with knowledge of high-capacity networking and mobility offerings.
• Provide market insights and translate them into winning sales plays.
• Govern proposals, pricing, bids, and RFP responses with governance controls.
• Manage performance, budgets, and escalate as needed.
• Build executive relationships across prospects and newly won accounts.

Conocimientos

Team leadership

New logo acquisition

Enterprise selling

Pipeline management

C-level engagement

Cross-functional collaboration

Descripción del empleo

This is a full-time onsite role based in the location(s) posted and is performed from the designated work location five days per week. No relocation is offered.

Overall Purpose

Lead, coach, and scale a team of enterprise sales professionals focused exclusively on acquiring new logos and expanding wallet share within large, complex High-Tech accounts. This Director owns the new business engine for the region - building the pipeline strategy, setting the hunting cadence, and converting greenfield opportunities into long-term, high-value customer relationships.

Accelerate revenue growth by building and leading a high-performing, acquisition focused sales organization. This role calls for a proven sales leader with firsthand experience prospecting for and closing complex enterprise deals with new logos, leading hunter teams, and establishing the strategy, talent, discipline, and accountability needed to scale.

Lead the sales organization in turning untapped market opportunities into measurable growth. Set pursuit strategy, guide team execution, and align technical, product, engineering, marketing, and channel/partner resources to equip sales teams to deliver winning solutions, acquire new accounts, and grow AT&T's business across a high-growth customer portfolio.

What you'll do

• Own new business revenue: Deliver against new logo acquisition and net-new fiber and wireless gross add targets across a set of High-Tech customers with minimal existing AT&T business.
• Build and lead a hunting team: Recruit, develop, coach, and retain a team of acquisition-focused Client Solutions Executives and support sales resources; supervise both individual contributors and front-line sales managers.
• Drive pipeline generation discipline: Establish and enforce prospecting cadence, territory coverage models, target account lists, outbound activity standards, and funnel hygiene expectations across the team.
• Define the acquisition strategy: Develop and execute go-to-market plans across a set of named high-potential High-Tech accounts, prioritize pursuits, and allocate resources toward the highest-value opportunities.
• Lead complex pursuits from the front: Engage directly in strategic, high-value deals - shaping pursuit strategy, participating in C-level conversations, structuring commercial terms, and negotiating with senior stakeholders to close.
• Shape differentiated solutions: Apply working knowledge of high-capacity networking solutions including Wavelength, DIA, DWDM, Managed Optical Fiber Networks and Mobility solutions; orchestrate technical, engineering, product, and partner resources to build compelling, competitive offers.
• Bring market insight: Monitor competitive dynamics, industry developments, and buying patterns within the High-Tech sector; translate insight into winning sales plays and value propositions.
• Govern proposals and pricing: Oversee development of presentations, proposals, pricing strategies, bids, and RFP responses; ensure deal structures are competitive, profitable, and approved through appropriate commercial governance.
• Manage performance and budget: Track leading and lagging performance metrics, conduct regular pipeline and performance reviews, manage expense and resource budgets, and ensure effective allocation of sales support investment.
• Build executive relationships: Maintain senior-level relationships across target prospects and newly won accounts, personally resolving escalations and complex issues to protect momentum and customer confidence.
• Collaborate across the enterprise: Partner with marketing, sales operations, product, legal, finance, and delivery organizations to remove barriers, accelerate deal velocity, and deliver a strong customer experience from first contact through implementation.
• Own results and talent decisions: Hold full accountability for team sales performance, forecast accuracy, and pursuit outcomes; influence and make decisions regarding staffing, performance management and advancement.

What you’ll bring

• 10+ years of related sales experience, including recent experience in an enterprise or B2B selling environment.
• Demonstrated experience leading sales teams, including supervising front-line managers and/or career-level sales professionals.
• Proven track record of new business development - personally and through a team - including net-new logo acquisition and large, complex deal closure.
• Experience building and managing pipeline at scale, with strong forecasting accuracy and funnel management discipline.
• Strong business acumen and the ability to understand customer strategy, business requirements, buying processes, and relevant industry developments.
• Advanced consultative and value-based selling skills, with credibility in C-suite and senior technical stakeholder conversations.
• Ability to collaborate with business and technical resources to develop complex network and technology solutions.
• Experience owning proposal, pricing, bid, and commercial negotiation strategy for large