Business Sales Representative - Strategic Accounts

AT&T • Fresno, CA

3d

About The Position

The Business Sales Representative - Strategic Accounts is an experienced, quota-carrying outside sales role responsible for owning and growing a portfolio of complex, high-growth Medium Business customers and developing new opportunities across assigned accounts. The representative builds trusted customer relationships, uncovers business needs, and positions technology solutions that deliver measurable value and support long-term growth.

This role balances account maintenance and customer service with prospecting, pipeline development, and closing new business. It involves consultative selling of wired, mobility, connectivity, and advanced technology solutions, supported by collaboration with sales engineers, product specialists, partner channels, and cross-functional teams. The position is based in Fresno, California, and sales employees are expected to collaborate from their assigned office when not in the field.

The role offers a competitive base salary and performance-based commission. The listed base salary range is $61,700 to $92,500, with commission of $55,000; annual earnings at 100% of target are stated as $116,700 to $147,500. Individual starting salary may depend on geography, experience, expertise, and education or training. A $5,500 bonus eligibility opportunity is also mentioned.

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 responsibilities 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, including building account plans focused on retention, expansion, new opportunities, customer relationships, and long-term revenue growth.
• Balance account maintenance and customer service needs with prospecting, pipeline development, and closing new business.
• Create and manage strategic pipelines through account mapping, executive outreach, referrals, partner collaboration, customer expansion, and targeted prospecting.
• Learn and position wired, mobility, connectivity, and advanced technology solutions, translating technical capabilities into business outcomes.
• Coordinate sales engineers, wired and mobility partners, indirect partners, product specialists, and support teams to develop customer solutions.
• Compete with providers, vendors, resellers, and channel alternatives by emphasizing value, relationships, expertise, and business impact.
• Lead a consultative sales process by diagnosing customer needs, identifying growth opportunities, overcoming objections, and aligning solutions with customer priorities.
• Maintain accurate CRM records and forecasts, including pipeline, account activity, deal stage, next steps, expected close timing, and revenue impact.
• Act as a trusted business advisor and coordinate service, sales, technical, and partner resources to support customer success.
• Collaborate with the team from the assigned office location when not working in the field.

Benefits

• Medical, dental, and vision coverage
• 401(k) plan
• Tuition reimbursement
• Paid time off and holidays, including at least 23 vacation days each year and 9 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
• $5,500 bonus eligibility opportunity
• Performance-based commission

What This Job Offers

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