Account Director – Network Testing, Planning

This is a fully remote position, open to applicants in United Kingdom, +1 more country.

📋 Description

• Propel the growth of Infovista's Network Engineering sector across the UK, Ireland, and designated major accounts in Europe.

• Enhance relationships with current customers, acquire new clients, and establish a sustainable pipeline within the Mobile Network Testing and Planning portfolio.

• Oversee the commercial strategy and sales implementation for the designated territory.

• Collaborate with Solution Engineering, Inside Sales, Product Management, Marketing, and other departments to uncover opportunities, craft customer value propositions, and translate them into revenue.

• Take ownership of the revenue goals, pipeline, and forecasts for your assigned area.

• Create and implement territory and account strategies.

• Expand existing strategic accounts through account penetration, upselling, and cross-selling.

• Identify and acquire new clients within the network testing, planning, and optimization landscape.

• Forge relationships with senior commercial, operational, and technical decision-makers.

• Recognize customer business and technical hurdles and convert them into commercial prospects.

• Develop business cases that illustrate measurable customer value.

• Drive opportunities through the stages of qualification, discovery, proposal, negotiation, and closure.

• Cultivate competitive displacement opportunities.

• Discover and target new addressable segments, including private networks, neutral hosts, infrastructure providers, service companies, and adjacent telecom ecosystems.

• Partner with channels and collaborators to create effective routes to market.

• Work alongside Solution Engineering on technical qualifications, demonstrations, evaluations, and Proofs of Concept (PoCs).

• Collaborate with Inside Sales/Demand Generation to identify target accounts and generate pipeline.

• Ensure precise opportunity information, pipeline coverage, next steps, and forecasting in CRM.

• Implement disciplined opportunity qualification and sales methodologies.

• Consistently meet territory revenue targets, cultivate qualified pipelines, broaden customer reach, gain new clients, and maintain reliable forecasting.

⛳️ Requirements

• Proven track record in B2B technology sales with evident experience in meeting and exceeding sales quotas.

• Experience selling to telecommunications operators, vendors, or within the wider mobile-network ecosystem.

• Good comprehension of mobile network technologies and the operational processes of how operators plan, deploy, test, optimize, and manage their networks.

• Experience in nurturing both existing strategic accounts and acquiring new clients.

• Demonstrated capability to navigate complex sales cycles involving multiple commercial and technical stakeholders.

• Strong skills in account planning, opportunity qualification, negotiation, and closing.

• Proficient in developing business cases and promoting customer value over mere product features or pricing.

• Ability to collaborate effectively with technical pre-sales teams while maintaining clear commercial accountability for opportunities.

• Strong discipline in pipeline management and forecasting.

• Capable of working independently across a geographically dispersed territory and within a global organization.

• Excellent written and verbal communication skills in English.

• Experience in network testing, drive testing, network planning, RF optimization, network performance, or related telecom software/solutions is highly advantageous.

• Relevant experience may be derived from telecommunication software vendors, network equipment manufacturers, test and measurement firms, engineering/service organizations, or other suppliers providing technology to mobile operators.

• Familiarity with the competitive landscape for network testing and planning solutions is a plus.

• Completion of mandatory IT security training is required.

🏝️ Benefits

• Flexible workplaces with adaptable work schedules, environments, and locations.

• An inclusive corporate culture.

• Commitment to sustainability through environmental, social, and governance programs (ESG Group).

• An innovative setting that allows you to influence the future of next-generation networks.

• Competitive salary and benefits packages.

• Opportunities for career development.

• Required IT security training and ongoing updates.