Account Director (Tier 1 & Cable Telco Accounts North America)

 Our client is a global leader in network intelligence and security solutions, trusted by large Telco Service Providers and Enterprises.

 

The client is particularly successful in North America and is looking for an experienced sales professional with experience selling complex network or security solutions to Tier 1 telcos (experience selling to AT&T would be a +), along with major US cable companies. The absolutely perfect candidate would have experience selling to and through service providers (engaging with product leaders for business and consumers + CTO side). 

 

The client is a proven supplier in the North American market and already has major Tier 1 deals that they are looking to replicate with other Tier 1's and Cable businesses (marketing solutions to their customers).

We are looking for a salesperson who has sold either security solutions to and through Services Providers, but those used to selling complex software to service providers (OSS, BSS, Security, Network Automation, Analytics, Core Network etc) would be of interest, particularly if the candidate has prior relationships with AT&T. The candidate should be capable of consultative use case selling.

The role is sole contributor in nature.

The role involves

• Lead consultative solution-selling engagements for Security offerings with potential Tier 1 customers (primarily in a hunting role)
• Engage with technical, security, network, IT, and product teams to understand customer architectures, threat landscapes, and service requirements
• Drive use-case definition and solution positioning, aligning our clients capabilities with their clienst business objectives, regulatory needs, and operational constraints
• Support technical discovery, solution design, evaluations, and PoCs, working closely with pre-sales and product teams
• Articulate technical and business value propositions, including service differentiation, subscriber protection, and monetization potential
• Develop business cases and ROI models to support investment decisions for new security and value-added services
• Collaborate cross-functionally with Pre-Sales, Product Management, R&D, Marketing, and Professional Services to ensure solution feasibility and successful deployment
• Provide structured customer feedback to influence product roadmap and solution evolution
• Support account expansion through solution adoption, service enhancement, and new use-case introduction, rather than pure relationship-led selling

Requirements :

 What you should have

• 10 years of experience working with Communication Service Providers in the United States (Tier 1's or major cable companies)
• Proven ability to lead complex, multi-stakeholder sales cycles that involve technical validation and solution design
• Experience engaging both technical and business stakeholders, translating complex security concepts into clear business outcomes
• Solid understanding of telco network architectures and security technologies (e.g. DPI-based services, DNS security, DDoS protection, secure browsing, parental controls)
• Comfortable collaborating closely with engineering, product, and pre-sales teams to co-create customer solutions
• Strong analytical, presentation, and solution-framing skills
• Fluent in English with excellent written and verbal communication