Client Partner - Technology Sector, Strategic Accounts

AT&T•San Jose, CA

About The Position

AT&T is hiring a Client Partner in its Technology Sector Strategic Accounts organization to own the relationship and sales strategy for a portfolio of existing named technology accounts. The role focuses on helping technology companies meet growing connectivity demands driven by AI infrastructure through high-capacity Fiber, Mobility, or converged Fiber and Mobility solutions. The Client Partner develops customer relationships and account strategies, expands solution adoption, strengthens retention, and delivers measurable revenue results in collaboration with customer stakeholders and AT&T teams. The position is field-oriented: sales employees most often conduct customer meetings at customer locations. When not in the field, they are expected to collaborate with their team from their assigned office. The role includes a competitive base salary and performance-based commission. Target total annual earnings are stated as $185,600 to $252,800, with the possibility for high performers to exceed target; the posting also lists a salary range of $110,600 to $177,800 plus commission. Individual starting salary may depend on geography, experience, expertise, and education or training. The role is listed as 40 hours per week and regular.

Requirements

At least 8 years of related sales experience, including managing complex business-to-business opportunities with limited supervision.
Demonstrated success growing and retaining strategic B2B accounts, developing account plans, expanding share of wallet, managing renewals, and meeting or exceeding quota.
Advanced consultative and solution-selling capabilities, including discovery, business-case development, proposal creation, presentations, negotiation, and closing.
Ability to engage and influence customer stakeholders across business, technical, procurement, and executive audiences.
Ability to analyze account, market, and pipeline data; make sound decisions; solve problems; and maintain reliable forecasts and sales records.
Ability to coordinate cross-functional contributors and manage multiple complex pursuits with ownership, urgency, and follow-through.

Nice To Haves

Working knowledge of how technology companies build and scale, including cloud, data center, and AI infrastructure, and how network capacity supports their growth.
Working knowledge of high-capacity networking solutions, including high-capacity wavelength, DIA, DWDM, MOFN, and cloud interconnect solutions.

Responsibilities

Capture Fiber and Mobility sales opportunities created by AI infrastructure growth within assigned accounts and position AT&T as a network partner.
Retain, expand, and increase share of wallet within an assigned portfolio of technology customers while meeting or exceeding revenue, retention, and growth objectives.
Develop strategic account plans, map stakeholders and buying groups, research customer and industry priorities, identify Fiber and Mobility opportunities, and maintain pipeline coverage, renewal visibility, and forecast accuracy.
Build relationships with senior customer leaders and lead business and executive reviews to understand customer needs, develop business cases, and recommend solutions.
Identify upsell, cross-sell, and renewal opportunities; coordinate proposals, pricing, presentations, and applicable RFP responses; and negotiate commercial terms.
Coordinate with solution architects, engineering, product, pricing, legal, implementation, operations, and external partners to develop feasible solutions and fulfill customer commitments.
Advocate for customers, monitor service health, and help resolve installation, billing, or account issues to reduce churn risk and preserve growth opportunities.
Monitor customer priorities, competitor activity, technology developments, and account signals to identify opportunities and improve sales strategy and execution.
Maintain accurate sales activity, opportunity, and forecast records; use data to prioritize work; and communicate risks, commitments, and progress against goals.
Meet with customers and conduct sales activities at customer sites; communicate about proposed solutions and sales by phone, teleconference, email, and other means; and travel to and from customer premises for sales activities.
Provide technical sales expertise, advise customers on product suitability, prepare proposals, presentations, and bids, and research or develop solutions with AT&T external partners.
Research customer businesses and industries to identify new sales opportunities.

Benefits

Medical, dental, and vision coverage
401(k) plan
Tuition reimbursement program
Paid time off and holidays, including at least 23 vacation days each year and 9 company-designated holidays, based on date of hire
Paid parental leave
Paid caregiver leave
Additional sick leave beyond what state and local law require may be available, but is unprotected
Adoption reimbursement
Short- and long-term disability benefits
Life and accidental death insurance
Supplemental benefits, including critical illness, accident, hospital indemnity, and group legal 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