Major Account Manager, AT&T

Ribbon Communications

44d • $120,000 - $150,000

About The Position

Ribbon is seeking a driven, strategic, and customer focused Major Account Manager to lead and expand our business with AT&T, one of our most critical Tier 1 service provider partners. This role is perfect for a high‑performing sales professional with deep experience in complex solution selling, telecom network technologies, and long‑cycle strategic account management. If you thrive on building executive‑level relationships, developing large‑scale programs, and driving transformative network and software solutions, let’s explore what we can achieve together. Travel Requirement: Travel to AT&T offices and key sites (approx. 3-4x/month).

Requirements

• 10+ years of experience delivering telecom or networking solutions to Tier 1 service providers (AT&T experience strongly preferred).
• Deep understanding of: Telecom network infrastructure (IP routing, voice, session, packet/optical, routing & switching)
• Cloud, virtualization, and next‑generation network architectures
• Proven success managing a large-scale strategic account with multi‑million‑dollar annual quotas.
• Strong executive presence and ability to communicate effectively with all levels — from engineering teams to CXO leadership.
• Demonstrated ability to manage long sales cycles, competitive bid processes, and complex commercial negotiations.
• Highly organized, with strong problem‑solving skills and the ability to manage multiple workstreams simultaneously.
• Proficiency with Salesforce, PowerPoint, Excel, Word, and sales planning tools.
• Bachelor’s degree in a technical, engineering, or business field.

Nice To Haves

• Experience influencing roadmap direction or representing customer needs to product management.
• Strong collaborative mindset with the ability to work cross‑functionally in a fast‑paced, evolving environment.
• High integrity, professional maturity, and a team-first mindset.
• Understanding of AT&T organizational structures, procurement processes, and technology decision-making pathways.
• Network automation, orchestration, analytics, and OSS/BSS environments is preferred

Responsibilities

• Execute Ribbon’s go‑to‑market strategy to grow revenue across AT&T’s business units.
• Manage all aspects of the client relationship, including strategic planning, opportunity development, and solution positioning across IP Routing, Voice, Cloud & Edge product lines.
• Drive complex, multi‑stakeholder sales cycles by engaging decision‑makers across Network Planning, Engineering, Architecture, IT, Procurement, and Operations.
• Develop, maintain, and grow a robust pipeline aligned with Ribbon’s revenue growth and margin objectives.
• Accelerate opportunity conversion by coordinating internal teams across product, engineering, and executive leadership.
• Deliver compelling proposals, RFP responses, and commercial offers tailored to AT&T’s technology and business objectives.
• Track competitive activity and position Ribbon’s differentiated value across AT&T’s network transformation initiatives.
• Provide account-level insights to influence Ribbon’s product roadmap, pricing strategy, and long‑term growth plans.
• Build trust-based relationships with AT&T senior leadership while promoting Ribbon as a strategic, long‑term partner.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level