Senior Business Sales Representative - Strategic Accounts

AT&T • Santa Clara, CA

12d • $72,800 - $109,200

About The Position

AT&T is hiring an experienced outside B2B seller to own and grow a portfolio of complex, high-growth Medium Business customers and develop new opportunities across assigned Platinum accounts. This strategic, quota-carrying role combines account maintenance, customer service coordination, prospecting, pipeline creation, and complex solution selling. The representative builds trusted customer relationships, identifies business needs, and positions technology solutions that deliver measurable value and support long-term growth.

The role involves working with sales engineers, wired and mobility partners, indirect partners, product specialists, and support teams to help customers assess technology choices and address business challenges. Sales employees are expected to collaborate with their team from their assigned office location when they are not in the field. The position offers a competitive base salary and performance-based commission. The posting describes earnings at 100% of target as $145,800–$182,200 annually, and separately lists a base salary range of $72,800–$109,200 plus commission.

Requirements

• At least 8 years of successful outside B2B sales experience; complex accounts, telecommunications, technology, SaaS, mobility, wired solutions, or business services experience is preferred.
• 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 demands while maintaining focus on pipeline creation and revenue growth.
• Technical curiosity and ability to learn complex product sets, internal processes, wired and mobility terminology, and solution-design concepts.
• Ability to work through internal teams, sales engineers, partner channels, and cross-functional resources to solve customer problems.
• Strong territory and account planning, pipeline management, prioritization, and forecasting discipline.
• 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

• Bachelor’s degree, or equivalent combination of relevant sales experience and demonstrated performance.

Responsibilities

• Own and grow Platinum-level accounts by developing plans for 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.
• Generate and manage strategic opportunities 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 and deliver customer solutions.
• Compete against direct providers, indirect competitors, vendors, resellers, and internal channel overlap by emphasizing value, relationships, expertise, and business impact.
• Lead consultative sales processes by diagnosing customer needs, identifying growth opportunities, overcoming objections, and aligning solutions with operational, technology, and financial 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, subject to applicable terms
• 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
• Potential $8,000 hiring bonus eligibility

What This Job Offers

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