Senior Account Director – Large Enterprise

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Take ownership of growth across significant, key, and potentially global enterprise accounts.

• Convert customer business priorities into measurable outcomes utilizing Lumen’s network, cloud, security, managed services, and orchestration offerings.

• Function autonomously from acquisition through modernization, activation, adoption, consumption, and growth.

• Develop account strategies, negotiate commercial terms, mobilize cross-functional resources, and provide guidance to executive stakeholders.

• Implement self-directed strategies for a portfolio of significant, key, or global accounts.

• Anticipate customer requirements and formulate perspectives and use cases linking modernization to growth, efficiency, resilience, risk mitigation, and innovation.

• Create a qualified pipeline through executive relationships, account intelligence, prospecting, partnerships, marketing, and business development.

• Lead discovery efforts with executive, business, technical, operational, and financial stakeholders.

• Integrate Lumen and partner capabilities into cohesive customer outcomes while directing architects and specialists.

• Construct quantified business cases that encompass value, investment, implementation needs, risk, and the cost of inaction.

• Drive new-logo acquisition and expansion in alignment with assigned sales, revenue, and consumption targets.

• Navigate complex sales cycles through qualification, validation, pricing, negotiation, procurement, legal review, and closure.

• Shape and negotiate terms for products, services, pricing, and contracts within company governance frameworks.

• Establish mutual action plans, decision criteria, stakeholder commitments, milestones, and activation timelines.

• Oversee account resources across sales, technical, delivery, customer success, channel, and partner teams.

• Retain commercial ownership during implementation and activation phases while holding downstream partners accountable.

• Utilize consumption data and customer signals to eliminate adoption barriers, address underutilization, foresee revenue risks, and pinpoint expansion opportunities.

• Transform demonstrated value into modernization, additional use cases, broader executive relationships, recurring revenue, and sustained growth.

• Act as a recognized authority, mentor peers, and share account insights.

• Activate channel and technology partners through joint targeting, account planning, and selling initiatives.

• Leverage AI, agents, and automated workflows to enhance research, prioritization, outreach, follow-through, and opportunity management.

• Maintain qualification criteria, stakeholder maps, next steps, forecasts, and CRM records.

⛳️ Requirements

• A minimum of 8 years of experience in enterprise sales.

• Proven track record of sustained quota achievement, demonstrating performance at the necessary scope and complexity.

• Proven experience in acquiring and expanding large, significant, or global enterprise accounts.

• Experience in closing complex deals with total contract values in the multimillion-dollar range.

• Extensive knowledge of customer business and financial drivers, enterprise technology markets, and intricate buying environments.

• Expertise in networking, cloud, security, managed services, or enterprise software.

• Demonstrated authority and judgment in structuring and negotiating complex product, service, pricing, and contract terms with senior customer leaders.

• Technical fluency to lead effective discovery and direct architects and specialists.

• Experience in independently planning account strategies and orchestrating colleagues and partners throughout the complete customer lifecycle without formal authority.

• Understanding of recurring-revenue and consumption-based business models.

• Practical experience using AI and automation to enhance sales execution, with disciplined validation of outcomes.

• Executive presence, sound judgment, and an ownership mentality.

🏝️ Benefits

• Comprehensive benefits package that includes Health, Life, and Voluntary Lifestyle benefits.

• Benefits and perks that promote physical, mental, emotional, and financial wellbeing.

• Bonus structure that includes short-term incentives, long-term incentives, and/or sales compensation.

• Background screening and employment support information.