Director-Sales ECO

AT&T•Pleasanton, CA

1d•$134,600 - $216,200•Onsite

About The Position

The Director-Sales ECO leads AT&T’s regional enterprise sales organization focused on acquiring new customers and expanding business within large, complex High-Tech accounts. The role owns the region’s new-business engine, including pipeline strategy, prospecting cadence, territory coverage, and conversion of greenfield opportunities into long-term customer relationships. The Director recruits, develops, coaches, and retains acquisition-focused sales professionals and support resources, including supervising individual contributors and front-line sales managers. The position develops and executes go-to-market plans for named High-Tech accounts, directs strategic pursuits, and personally participates in high-value negotiations and executive conversations. It coordinates technical, engineering, product, marketing, channel, and partner resources to deliver competitive networking and mobility solutions. The Director also oversees proposals, pricing, bids, and RFP responses; manages sales performance, forecasts, budgets, and resource allocation; builds senior customer relationships; and is accountable for team sales results, pursuit outcomes, staffing, performance management, and advancement. This is a full-time onsite role, performed at a designated work location five days per week. Frequent travel to customer and prospect sites and in-person meetings is required; relocation is not offered.

Requirements

10+ years of related sales experience, including recent experience in an enterprise or B2B selling environment.
Experience leading sales teams, including supervising front-line managers and/or career-level sales professionals.
Demonstrated new-business development success personally and through a team, including net-new logo acquisition and closure of large, complex deals.
Experience building and managing pipeline at scale, with strong forecasting accuracy and funnel management discipline.
Strong business acumen and ability to understand customer strategy, business requirements, buying processes, and industry developments.
Advanced consultative and value-based selling skills, with credibility in C-suite and senior technical stakeholder conversations.
Ability to collaborate with business and technical resources to develop complex network and technology solutions.
Experience owning proposal, pricing, bid, and commercial negotiation strategy for large opportunities.
Experience managing performance metrics, budgets, and resource allocation for a sales organization.
Ability and willingness to travel frequently to customer and prospect sites and attend in-person meetings.
Bachelor’s degree (BS/BA) desired.

Nice To Haves

Experience leading acquisition or hunter sales teams in enterprise technology, communications, or connectivity.
Experience developing business with High-Tech sector customers and navigating complex, highly matrixed technology company organizations.
Experience launching new territories, segments, or go-to-market motions from the ground up.
Experience working with channel, alliance, or partner ecosystems to source and co-sell new business.
Experience selling high-capacity fiber solutions, including Wavelength, DIA, and Managed Optical Fiber Networks.

Responsibilities

Deliver new-logo acquisition and net-new fiber and wireless gross-add targets across High-Tech customers with minimal existing AT&T business.
Recruit, develop, coach, and retain an acquisition-focused sales team and support resources, supervising individual contributors and front-line sales managers.
Establish prospecting cadence, territory coverage models, target account lists, outbound activity standards, and pipeline hygiene expectations.
Develop and execute acquisition go-to-market plans for named High-Tech accounts, prioritizing pursuits and allocating resources to high-value opportunities.
Lead strategic, high-value sales pursuits, including shaping pursuit strategy, participating in C-level discussions, structuring commercial terms, and negotiating with senior stakeholders.
Coordinate technical, engineering, product, and partner resources to develop solutions involving high-capacity networking and mobility services.
Monitor competitive dynamics, industry developments, and High-Tech sector buying patterns, and translate insights into sales plays and value propositions.
Oversee presentations, proposals, pricing strategies, bids, and RFP responses; ensure competitive and profitable deal structures follow commercial governance.
Track performance metrics, conduct pipeline and performance reviews, manage expense and resource budgets, and allocate sales support investment effectively.
Maintain senior-level relationships with prospects and newly acquired accounts and resolve escalations and complex issues.
Collaborate with marketing, sales operations, product, legal, finance, and delivery teams to remove barriers, accelerate deal velocity, and support customer experience through implementation.
Maintain accountability for team sales performance, forecast accuracy, and pursuit outcomes; influence decisions on staffing, performance management, and advancement.
Develop regional sales plans and achieve regional objectives; oversee execution and resolve complex issues.

Benefits

Medical, dental, and vision coverage
401(k) plan
Tuition reimbursement program
Paid Time Off and holidays, including at least 28 vacation days each year and 9 company-designated holidays
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 benefit programs, including critical illness, accident, hospital indemnity, and group legal
Employee Assistance Programs (EAP)
Employee wellness programs
Employee discounts up to 50% on eligible AT&T mobility plans and accessories, AT&T internet and fiber where available, and AT&T phone
Long-term grants and deferred compensation
Commission