Director-Sales ECO

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.

• 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…