Account Director Senior Large Enterprise

Lumen Technologies • Edmore, MI

11d • $126,518 - $185,552

About The Position

The Account Director Senior - Large Enterprise Majors owns growth across large, important, and potentially global enterprise accounts. The role translates customers’ business priorities into measurable outcomes enabled by Lumen’s network, cloud, security, managed services, and orchestration portfolio.

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

As part of Lumen’s Acceleration and Growth team, the Account Director Senior contributes to an evolving, consultative sales approach focused on technology fluency, discovery, and business outcomes. The role also uses AI, agents, and automated workflows to improve sales execution, while validating outputs and applying sound judgment.

Requirements

• 8+ years of enterprise sales experience and sustained quota achievement at a comparable scope and 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 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 making decisions, 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, based on customer business models, financial priorities, risks, technology estates, market context, and competitive position.
• Anticipate customer needs and develop points of view and use cases connecting modernization to growth, efficiency, resilience, risk reduction, and innovation.
• Build qualified pipeline through executive relationships, account intelligence, prospecting, partners, marketing, and business development.
• Prioritize investments and resources based on customer potential, solution fit, buying signals, competitive dynamics, and revenue opportunity.
• Lead discovery with executive, business, technical, operational, and financial stakeholders to define problems, value, decision paths, and urgency.
• Integrate Lumen and partner capabilities into coherent outcomes, directing architects and specialists toward clear commercial and customer objectives.
• Build quantified business cases addressing expected value, investment, implementation requirements, risk, and cost of inaction.
• Explain business, market, and solution tradeoffs and 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, and surface risks and dependencies early.
• Plan account resources and mobilize sales, technical, delivery, customer success, channel, and partner teams without formal authority.
• Retain commercial ownership through implementation and activation, holding downstream partners accountable for readiness, delivery, adoption, and value realization.
• Use consumption data and customer signals to remove adoption barriers, address underutilization, anticipate revenue risk, and identify expansion opportunities.
• 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 health, life, and 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