Account Director Senior Large Enterprise

Lumen Technologies • New York, VA

11d • $126,518 - $185,552

About The Position

The Account Director Senior Large Enterprise Forward Deployed owns growth across large, important, and potentially global enterprise accounts. The role translates customer business priorities into measurable outcomes using Lumen’s network, cloud, security, managed services, and orchestration portfolio.

Operating independently from acquisition through modernization, activation, adoption, consumption, and expansion, the Account Director sets account strategy, shapes and negotiates commercial terms, mobilizes cross-functional resources, and advises executive stakeholders. The role calls for broad knowledge of customer economics, markets, technology, and complex buying environments, and serves as a trusted expert to customers and colleagues.

This position is part of Lumen’s Acceleration and Growth team, which is developing a more technology-fluent, consultative sales approach focused on customer business outcomes. The Account Director owns assigned sales, revenue, and consumption goals and maintains commercial ownership through implementation, activation, adoption, and value realization.

Requirements

• 8 or more years of enterprise sales experience and sustained quota achievement at a comparable scope and level of complexity.
• Success acquiring and expanding large, important, or global enterprise accounts and closing complex deals with multimillion-dollar total contract value.
• Broad expertise in customer business and financial drivers, enterprise technology markets, complex buying environments, and relevant solutions such as networking, cloud, security, managed services, or enterprise software.
• Demonstrated authority and judgment structuring and negotiating complex product, service, pricing, and contract terms with senior customer leaders.
• Technical fluency to lead credible discovery, recognize solution opportunities, and direct architects and specialists effectively.
• Experience independently planning account strategy and orchestrating colleagues and partners across the full customer lifecycle without formal authority.
• Understanding of recurring-revenue and consumption-based models, including how activation, adoption, and usage create customer value and revenue growth.
• Practical experience using AI and automation to improve sales execution, with disciplined validation of outputs.
• Executive presence, sound judgment, and an ownership mindset, including decision-making, surfacing risks early, giving direct feedback, and taking responsibility for outcomes.

Responsibilities

• Own and execute a self-directed strategy for a portfolio of large, important, or global accounts, informed by customer business models, financial priorities, operating risks, technology estates, market context, and competitive position.
• Anticipate customer needs and develop points of view and use cases that connect modernization with growth, efficiency, resilience, risk reduction, and innovation.
• Build qualified pipeline through executive relationships, account intelligence, focused prospecting, partners, marketing, and business development.
• Prioritize investments and resources according to customer potential, solution fit, buying signals, competitive dynamics, and revenue opportunity.
• Lead discovery across executive, business, technical, operational, and financial stakeholders to define problems, value, decision paths, and urgency.
• Integrate Lumen and partner capabilities into coherent customer outcomes, directing architects and specialists through clear commercial and customer objectives while they own technical design and validation.
• Build quantified business cases covering expected value, investment, implementation requirements, risk, and cost of inaction.
• Develop customers’ and colleagues’ understanding of business, market, and solution tradeoffs; influence executive sponsors, economic buyers, technical decision makers, and internal champions.
• Own new-logo acquisition and account expansion against assigned sales, revenue, and consumption goals.
• Lead complex, high-value sales cycles through qualification, validation, pricing, negotiation, procurement, legal review, and close.
• Shape and negotiate product, service, pricing, and contract terms within company governance.
• Establish mutual action plans, decision criteria, stakeholder commitments, milestones, and activation dates; surface risks and dependencies early.
• Plan and manage the account resource model, mobilizing sales, technical, delivery, customer success, channel, and partner teams without formal authority.
• Retain commercial ownership through implementation and activation; hold downstream partners accountable for customer readiness, delivery commitments, adoption, and value realization.
• Use consumption data and customer signals to remove adoption barriers, address underutilization, anticipate revenue risk, and identify expansion opportunities across workloads, locations, and business units.
• Convert demonstrated value into modernization, additional use cases, broader executive relationships, recurring revenue, and sustained growth.
• Serve as a recognized expert across business, financial, market, customer, and portfolio domains; coach peers and contribute account insight to improve sales approaches and solution fit.
• Activate channel and technology partners through joint targeting, account planning, and selling, with clear ownership and measurable outcomes.
• Use AI, agents, and automated workflows to improve research, prioritization, outreach, follow-through, and opportunity management; validate outputs and apply sound judgment.
• Maintain rigorous qualification, stakeholder maps, next steps, forecasts, and CRM records.

Benefits

• Comprehensive package featuring a broad range of health, life, voluntary lifestyle benefits, and other perks supporting physical, mental, emotional, and financial wellbeing.
• Bonus structure may include short-term incentives, long-term incentives, and/or sales compensation.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed