Account Director - Data & AI

Telefonica Tech

About The Position

The Account Director - Data & AI will drive growth by developing new-logo opportunities and expanding relationships with existing clients. The role focuses predominantly on selling professional services, using a consultative approach to understand customer challenges, shape solutions with technical specialists, and take opportunities from initial engagement through commercial close. The role includes qualifying incoming opportunities and proactively building a pipeline through customer relationships, partners, networking, outbound activity, and internal sales teams. The Account Director will collaborate with pre-sales and technical consultants to develop and present outcome-focused solutions, lead proposals and commercial negotiations, and develop go-to-market opportunities with technology partners. The role also involves maintaining accurate CRM information and working with Marketing on proposition development and go-to-market activity. The position offers coaching and mentoring from the Sales Director and exposure to customers across several sectors.

Requirements

Strong track record in technology sales and business development within IT or technology.
Experience selling professional or consulting services rather than purely product-led solutions.
Strong consultative and outcome-based selling skills.
Experience managing an end-to-end sales process, from qualification and solution development through proposals, pricing, presentation, negotiation, and close.
Proven ability to develop new business opportunities and build customer relationships.
Strong commercial, communication, and presentation skills.
Ability to work independently and collaborate effectively with sales, pre-sales, and technical teams.
Results-driven approach and strong problem-solving skills.

Nice To Haves

Experience selling Data, Analytics, and/or AI solutions or services; described as highly desirable.
Experience working with Microsoft, Databricks, and/or AWS.
Experience with agile development environments or methodologies.
Exposure to customers in professional services, retail, media, telecoms, or hospitality.
Degree-level education or equivalent professional experience.

Responsibilities

Win new Data & AI opportunities with new and existing clients.
Build a sales pipeline through outbound activity, networking, partners, and internal sales teams.
Qualify inbound opportunities and progress them through the full sales lifecycle.
Understand customer challenges and translate them into commercially compelling, outcome-focused solutions.
Work with pre-sales and technical consultants to shape and present solutions.
Lead proposals, pricing, RFP responses, commercial negotiations, and sales closure.
Develop go-to-market opportunities with partners, including Microsoft, Databricks, and AWS.
Grow customer relationships through a consultative, services-led approach.
Work with Marketing on proposition development and go-to-market activity.
Maintain accurate CRM information and manage sales strategy and pipeline effectively.