Business Sales Representative - Strategic Accounts

AT&T • Fresno, CA

4d • $61,700 - $147,500 • Hybrid

About The Position

The Business Sales Representative - Strategic Accounts is an experienced, quota-carrying outside B2B sales role focused on owning and growing a portfolio of complex, high-growth Medium Business customers and developing new opportunities across assigned accounts. The seller builds trust, uncovers customer needs, and positions technology solutions that deliver measurable value, balancing account maintenance and service coordination with prospecting, pipeline creation, and complex solution selling. The position works with sales engineers, wired and mobility partners, indirect partners, and cross-functional teams to help customers evaluate technology options and support long-term business growth.

The role involves managing Platinum-level accounts, developing strategic account plans, creating and maintaining a pipeline, and leading consultative sales processes. Solutions may include wired, mobility, connectivity, and advanced technology offerings. The representative serves as a trusted business advisor, coordinates internal and partner resources, competes on value and business impact, and maintains accurate CRM records and forecasts. When not in the field, sales employees are expected to collaborate with their team from their assigned office location and place of work.

The position is based in Fresno, California, and is listed as a 40-hour-per-week regular role. Compensation includes a base salary of $61,700 to $92,500 plus commission; stated annual earnings at 100% of target range from $116,700 to $147,500. A $5,500 bonus opportunity is also mentioned. AT&T offers paid training, comprehensive benefits, paid time off, tuition reimbursement, employee discounts, wellness programs, and career development resources.

Requirements

• At least 5 years of successful outside B2B sales experience.
• Documented success meeting or exceeding quota in a full-cycle sales role involving prospecting, account growth, negotiation, and closing.
• Ability to manage sales and account-maintenance demands while maintaining focus on pipeline creation and revenue growth.
• Strong technical curiosity and ability to learn complex products, internal processes, wired and mobility terminology, and solution-design concepts.
• Ability to work with internal teams, sales engineers, partner channels, and cross-functional resources to solve customer problems.
• Strong territory and account planning, pipeline management, prioritization, and forecasting skills.
• Comfort competing in a market where customers evaluate multiple providers, vendors, resellers, and channel options.
• Valid driver’s license, satisfactory driving record, current auto insurance, and reliable transportation for market coverage.

Nice To Haves

• Experience with complex accounts, telecommunications, technology, SaaS, mobility, wired solutions, or business services.
• Bachelor’s degree, or equivalent combination of relevant sales experience and demonstrated performance.

Responsibilities

• Own and grow Platinum-level accounts by creating account plans focused on retention, expansion, new opportunities, customer relationships, and long-term revenue growth.
• Balance account maintenance and customer service with prospecting, pipeline development, and closing new business.
• Create opportunities through account mapping, executive outreach, referrals, partner collaboration, customer expansion plays, and targeted prospecting.
• Learn and position wired, mobility, connectivity, and advanced technology solutions, translating technical capabilities into business outcomes.
• Coordinate with sales engineers, wired and mobility partners, indirect partners, product specialists, and support teams to design and deliver customer solutions.
• Compete against providers, vendors, resellers, and channel options by emphasizing value, relationships, expertise, and business impact.
• Lead consultative sales processes by diagnosing customer needs, identifying growth opportunities, overcoming objections, and aligning solutions with operational, technology, and financial priorities.
• Maintain accurate CRM records and forecasts, including pipeline, account activity, deal stage, next steps, expected close timing, and revenue impact.
• Protect customer relationships and coordinate service, sales, technical, and partner resources to support customer success.
• When not in the field, collaborate with the team from the assigned office location and place of work.

Benefits

• Medical, dental, and vision coverage
• 401(k) plan
• Tuition reimbursement
• Paid time off, including at least 23 days of vacation each year based on date of hire
• Nine company-designated holidays
• Paid parental leave
• Paid caregiver leave
• Additional sick leave may be available beyond what state and local law require
• Adoption reimbursement
• Short- and long-term disability benefits
• Life and accidental death insurance
• Supplemental critical illness, accident, hospital indemnity, and group legal benefit programs
• Employee Assistance Programs
• Employee wellness programs
• Employee discounts of up to 50% on eligible AT&T mobility plans and accessories, AT&T internet and fiber where available, and AT&T phone
• Paid training
• Career development resources
• Performance-based commission
• Potential $5,500 bonus

What This Job Offers

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