Lead Strategic Accounts 3 CNV

AT&T•Middletown, NY

11d

About The Position

Sales employees will concentrate on acquiring new business and conducting customer visits in the field. When not in the field, they are expected to collaborate with their team from their assigned office location, if available. Our Lead Strategic Accounts, earn between $112,900 - $169,300. 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 date 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 A career with us, a global leader in communications and technology, comes with big rewards. As part of our team, you’ll lead transformation surrounded by trailblazing industry leaders like you. You’ll be empowered to go above and beyond – making a difference through company-sponsored initiatives or connecting and networking through one of our many employee groups. Overall Purpose: Drive revenue growth by strategically managing client relationships, generating new and existing sales, and delivering AT&T products, services, and/or solutions to address customers’ strategic business priorities. The Strategic Account Lead 3 is responsible for account ownership while leading a team of AT&T resources in driving complex solutions on sales and expanding strategic customer relationships within an assigned territory or account set. The role entails end-to-end sales engagements by aligning client business objective with integrated connectivity, networking, security, cloud/edge, mobility, and managed services solutions, while effectively engaging executive stakeholders and coordinating cross functional teams to deliver measurable business outcomes and revenue growth. The ideal candidate for this SAL position is an energetic, determined and relationship oriented account lead. Strong technical expertise, an interested learner in the customers business and what they have to say, knowledgeable about AT&T’s services with the ability to bring this, with their AT&T team all together. The candidate needs to be well organized with an ability to prioritize needs from multiple customers and internal stakeholders. The person should want to be in front of customers often and be willing to travel.

Requirements

A senior-level sales representative with advanced understanding of sales principles, practices, products, and services.
Manages large, complex sales with light supervision.
Responsible for higher-than-average sales quota or territory.
Demonstrates effective communication, advanced data analysis, leverages extensive experience, and problem-solving skills.
May introduce new products, lead training, and mentor colleagues.
If the sales career path includes multiple positions at the I11 level, the more senior role entails higher sales targets, broader scope, and greater complexity.
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.
8+ years of related sales experience.

Responsibilities

Client Relationship and Account Management: Identify, build, and maintain long-term client relationships. Understand their needs, utilize consultative skills to close sales, ensuring satisfaction and loyalty and may deliver tailored presentations.
Sales Strategy and Revenue Growth: Develop and implement effective sales strategies to generate new opportunities and expand/retain existing accounts, meeting, or exceeding revenue targets.
Market and Trend Analysis: Stay informed about market trends, competitors, and industry developments to identify sales opportunities and maintain a competitive edge.
RFP response Management: May develop and submit detailed responses to Requests for Proposals (RFPs), ensuring alignment with client needs and company capabilities.
Customer Support and Dispute Resolution: May support resolution of customer disputes and accounts discrepancies, providing effective solutions to billing, installation, and other customer issues.
Own and grow a defined account set, consistently delivering against monthly and annual targets through new sales and expansion within existing accounts.
Identify, qualify, and advance complex multi-solution opportunities; build clear value propositions, business cases, and outcome-based narratives.
Develop and execute strategic account plans, including pipeline genera"on, and disciplined close plans.
Drive revenue expansion through renewals, up-sell and cross-sell strategies, and increased adoption of solutions.
Build trusting and value oriented networks of client relationships across multiple levels and functions.
Lead executive level discovery to uncover customer priorities, challenges, and success criteria.
Partner with solution specialists to translate business requirements into integrated solution designs and outcome-based proposals.
Create and deliver compelling, high-impact presentations to C-suite and senior decision-makers.
Negotiate commercial terms and navigate deal governance through internal approval and compliance processes.
Lead cross functional teams, including solution architects, product specialists, pricing, legal, delivery, and operations, to drive complex deals to close.
Respond, direct and coordinate RFP/RFI responses, proposal development, and statement-of-work creation.
Ensure seamless alignment between sales and service management teams to set clear customer expectations and support successful on-boarding and early lifecycle execution.
Drive accurate forecasting through disciplined Salesforce pipeline management.
Track opportunity milestones, risks, and next steps to ensure deal progression.
Analyze market trends, competitive activity and customer signals to adjust strategy.

Benefits

Medical/Dental/Vision coverage
401(k) plan
Tuition reimbursement program
Paid Time Off and Holidays (based on date 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