Major Account Manager, AT&T

Ribbon - Major Account Manager, AT&T

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 highperforming sales professional with deep experience in complex solution selling, telecom network technologies, and longcycle strategic account management. If you thrive on building executivelevel relationships, developing largescale 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).

How You Will Contribute

As the Ribbon Major Account Manager dedicated to AT&T, you will:

• Execute Ribbon's gotomarket 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, multistakeholder sales cycles by engaging decisionmakers 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 longterm growth plans.
• Build trust-based relationships with AT&T senior leadership while promoting Ribbon as a strategic, longterm partner.

Your Core Strengths

• 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)
  • Network automation, orchestration, analytics, and OSS/BSS environments is preferred
  • Cloud, virtualization, and nextgeneration network architectures
• Proven success managing a large-scale strategic account with multimilliondollar 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 problemsolving 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.

Strategic Differentiators

• Experience influencing roadmap direction or representing customer needs to product management.
• Strong collaborative mindset with the ability to work crossfunctionally in a fastpaced, evolving environment.
• High integrity, professional maturity, and a team-first mindset.
• Understanding of AT&T organizational structures, procurement processes, and technology decision-making pathways.

The anticipated base pay range for this position in all geographic locations is $120,000 -$150,000 annually. Actual compensation within the range will be determined based on a variety of factors, including, but not limited to the candidate's experience, skills and education. The compensation package also includes eligibility for an incentive plan and comprehensive benefits, subject to applicable requirements.

Please Note:

'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'

US Citizens and all other parties authorized to work in the US are encouraged to apply.