Account Director; Network Testing & Planning

Infovista is looking to hire a commercially driven Account Director to accelerate market growth through CSPs, Service Providers, and a productive managed VAR ecosystem. This is a hands-on, quota-carrying sales role accountable for revenue delivery, qualified pipeline creation, new customer acquisition, installed-base expansion, and accurate forecasting across Infovista’s product portfolio.

The successful candidate will combine three core capabilities: farmer, hunter, and ecosystem builder. They will grow the installed base through renewals, upselling, cross-selling, and deeper account penetration; acquire new logos and develop new opportunities in untapped markets; and activate CSP, Service Provider, and VAR partners through partner development, joint account planning, and co-selling.

The Account Director will personally drive opportunities while leveraging partners to scale market reach and revenue, working closely with pre-sales, sales operations, product marketing, and product development to deliver successful outcomes for Infovista customers.

• Own and deliver assigned revenue targets across the mid-market, with clear accountability for bookings, pipeline generation, deal progression, and forecast accuracy.
• Grow the installed base by driving renewals, upselling, cross-selling, and expanding Infovista’s footprint within existing CSP, Service Provider, and enterprise accounts.
• Acquire new logos by identifying target accounts, creating demand, developing qualified opportunities, and closing new business across underpenetrated markets.
• Build and execute account plans that translate customer needs, market potential, and Infovista’s portfolio into measurable growth opportunities.
• Activate and grow a managed ecosystem of CSP, Service Provider, and VAR partners through partner development, joint account planning, opportunity mapping, and co-selling execution.
• Personally manage the sales cycle from opportunity creation to negotiation and close, coordinating internal resources while maintaining ownership of commercial outcomes.
• Develop and maintain executive-level relationships with customers, prospects, and partners to create access, shape opportunities, and strengthen Infovista’s position.
• Maintain disciplined CRM hygiene, including accurate pipeline data, opportunity stages, close plans, next steps, and reliable forecast submissions.
• Convert marketing- and sales-qualified leads into qualified pipeline and targeted account-based motions that support territory growth.

• Proven quota-carrying sales experience with a demonstrable track record of achieving or exceeding targets, building qualified pipeline, and closing complex B2B software or technology deals.
• 5+ years’ experience selling products and solutions to CSPs, Service Providers, and related telecommunications businesses.
• 10+ years of total experience in the telecommunications, networks, or related technology sector.
• Experience growing existing accounts, acquiring new logos, and developing partner-led or partner-influenced opportunities through VARs, Service Providers, or ecosystem channels.
• Exposure to operators’ OSS environments and experience selling solutions linked to network testing, planning, optimization, monitoring, performance management, and network lifecycle automation.
• Experience selling complex, network-based applications across voice, video, mobile broadband, fixed, 5G, IoT, and related communications environments.
• Knowledge of how automation and machine learning can reduce MTTR, improve operational efficiency, and support customer business outcomes.
• Expert knowledge and practical experience of at least one major B2B sales methodology.
• Track record of engaging senior executives,…