Senior Account Director Large Enterprise

Alkira

2d • $126,518 - $185,552

About The Position

The Senior Account Director drives technology adoption, consumption, and growth across a portfolio of large, important, and potentially global enterprise accounts. The role translates customers’ business priorities into measurable outcomes using Lumen’s network, cloud, security, managed services, and orchestration portfolio. The Account Director operates independently throughout the customer lifecycle, from acquisition and modernization through activation, adoption, consumption, and expansion.

The position sets account strategy, develops and negotiates commercial terms, mobilizes cross-functional resources, and advises executive stakeholders. It requires broad command of customer economics, markets, technology, and complex buying environments, along with the ability to build trusted relationships and deliver a consultative customer experience. The Account Director also retains commercial ownership through implementation and activation, helping customers realize value and supporting sustained growth.

Requirements

• 8+ years of enterprise sales experience and sustained quota achievement, with evidence of performance at the scope and complexity described.
• Success acquiring and expanding large, important, or global enterprise accounts and closing complex deals with multimillion-dollar total contract value.
• Broad expertise across customer business and financial drivers, enterprise technology markets, complex buying environments, and relevant solutions such as networking, cloud, security, managed services, or enterprise software.
• Demonstrated authority and judgment in structuring and negotiating complex product, service, pricing, and contract terms with senior customer leaders.
• Technical fluency to lead credible discovery, recognize solution opportunities, and direct architects and specialists effectively.
• Experience independently planning account strategy and orchestrating colleagues and partners across the full customer lifecycle without formal authority.
• Understanding of recurring-revenue and consumption-based models, including how activation, adoption, and usage create customer value and revenue growth.
• Practical experience using AI and automation to improve sales execution, with disciplined validation of outputs.
• Executive presence, sound judgment, and an ownership mindset, including making decisions, surfacing risk early, giving direct feedback, and taking responsibility for outcomes.

Responsibilities

• Own and execute a self-directed strategy for a portfolio of large, important, or global accounts, based on each customer’s business model, financial priorities, operating risks, technology estate, market context, and competitive position.
• Anticipate customer needs, develop points of view and use cases, and connect modernization to growth, efficiency, resilience, risk reduction, and innovation.
• Build qualified pipeline through executive relationships, account intelligence, focused prospecting, partners, marketing, and business development.
• Prioritize investments and resources based on customer potential, solution fit, buying signals, competitive dynamics, and revenue opportunity.
• Lead discovery across executive, business, technical, operational, and financial stakeholders to define the problem, value at stake, decision path, and urgency.
• Integrate Lumen and partner capabilities into coherent customer outcomes, directing architects and specialists toward clear commercial and customer objectives while they own technical design and validation.
• Build quantified business cases covering expected value, investment, implementation requirements, risk, and cost of inaction.
• Develop customers’ and colleagues’ understanding of business, market, and solution tradeoffs, and influence executive sponsors, economic buyers, technical decision makers, and internal champions.
• Own new-logo acquisition and expansion against assigned sales, revenue, and consumption goals.
• Lead complex, high-value sales cycles through qualification, validation, pricing, negotiation, procurement, legal review, and close.
• Shape and negotiate product, service, pricing, and contract terms within company governance.
• Establish mutual action plans, decision criteria, stakeholder commitments, milestones, and activation dates; surface risks and dependencies early.
• Plan and manage account resources, mobilizing sales, technical, delivery, customer success, channel, and partner teams without relying on formal authority.
• Retain commercial ownership through implementation and activation, holding downstream partners accountable for customer readiness, delivery commitments, adoption, and value realization.
• Use consumption data and customer signals to remove adoption barriers, address underutilization, anticipate revenue risk, and identify expansion opportunities.
• Convert demonstrated value into modernization, additional use cases, broader executive relationships, recurring revenue, and sustained growth.
• Serve as a recognized expert across business, financial, market, customer, and portfolio domains; coach peers and contribute account insight that improves sales approaches and solution fit.
• Activate channel and technology partners through joint targeting, account planning, and selling, with clear ownership and measurable outcomes.
• Use AI, agents, and automated workflows to improve research, prioritization, outreach, follow-through, and opportunity management; validate outputs and apply sound judgment.
• Maintain rigorous qualification, stakeholder maps, next steps, forecasts, and CRM records.

Benefits

• Comprehensive package featuring health, life, and voluntary lifestyle benefits and other perks intended to support physical, mental, emotional, and financial wellbeing.
• Bonus structure may include short-term incentives, long-term incentives, and/or sales compensation.

What This Job Offers

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