The Role & Team:
Infovista is looking to hire a commercially driven Account Director to accelerate market growth through CSPs, Service Providers, and a productive managed VAR ecosystem. This is a hands-on, quota-carrying sales role accountable for revenue delivery, qualified pipeline creation, new customer acquisition, installed-base expansion, and accurate forecasting across Infovista’s product portfolio.
The successful candidate will combine three core capabilities: farmer, hunter, and ecosystem builder. They will grow the installed base through renewals, upselling, cross-selling, and deeper account penetration; acquire new logos and develop new opportunities in untapped markets; and activate CSP, Service Provider, and VAR partners through partner development, joint account planning, and co-selling.
The Account Director will personally drive opportunities while leveraging partners to scale market reach and revenue, working closely with pre-sales, sales operations, product marketing, and product development to deliver successful outcomes for Infovista customers.
Key Responsibilities:
- Own and deliver assigned revenue targets across the mid-market, with clear accountability for bookings, pipeline generation, deal progression, and forecast accuracy.
- Grow the installed base by driving renewals, upselling, cross-selling, and expanding Infovista’s footprint within existing CSP, Service Provider, and enterprise accounts.
- Acquire new logos by identifying target accounts, creating demand, developing qualified opportunities, and closing new business across underpenetrated markets.
- Build and execute account plans that translate customer needs, market potential, and Infovista’s portfolio into measurable growth opportunities.
- Activate and grow a managed ecosystem of CSP, Service Provider, and VAR partners through partner development, joint account planning, opportunity mapping, and co-selling execution.
- Personally manage the sales cycle from opportunity creation to negotiation and close, coordinating internal resources while maintaining ownership of commercial outcomes.
- Develop and maintain executive-level relationships with customers, prospects, and partners to create access, shape opportunities, and strengthen Infovista’s position.
- Maintain disciplined CRM hygiene, including accurate pipeline data, opportunity stages, close plans, next steps, and reliable forecast submissions.
- Convert marketing- and sales-qualified leads into qualified pipeline and targeted account-based motions that support territory growth.
Qualifications:
- Proven quota-carrying sales experience with a demonstrable track record of achieving or exceeding targets, building qualified pipeline, and closing complex B2B software or technology deals.
- 5+ years’ experience selling products and solutions to CSPs, Service Providers, and related telecommunications businesses.
- 10+ years of total experience in the telecommunications, networks, or related technology sector.
- Experience growing existing accounts, acquiring new logos, and developing partner-led or partner-influenced opportunities through VARs, Service Providers, or ecosystem channels.
- Exposure to operators’ OSS environments and experience selling solutions linked to network testing, planning, optimization, monitoring, performance management, and network lifecycle automation.
- Experience selling complex, network-based applications across voice, video, mobile broadband, fixed, 5G, IoT, and related communications environments.
- Knowledge of how automation and machine learning can reduce MTTR, improve operational efficiency, and support customer business outcomes.
- Expert knowledge and practical experience of at least one major B2B sales methodology.
- Track record of engaging senior executives, negotiating commercial terms, and closing opportunities with multiple stakeholders.
- Bachelor’s degree in Engineering, IT, Business Studies, or a related field.
- Ability to travel within region.
Skills:
- Strong commercial acumen with the ability to qualify opportunities, shape value propositions, build business cases, and align Infovista solutions to customer priorities.
- Confident negotiation and closing skills, with the discipline to manage complex opportunities through clear close plans and executive alignment.
- Entrepreneurial drive and resilience to operate independently in a dynamic mid-market environment while actively creating demand and progressing opportunities.
- Ability to build productive customer and partner relationships that create access, trust, influence, and measurable commercial outcomes.
- Strong understanding of CSP and Service Provider challenges in planning, deploying, migrating, and operating multi-vendor networks.
- Competitive awareness and the ability to position Infovista’s portfolio clearly against alternative offerings.
- Excellent communication, organization, CRM discipline, and self-management across multiple accounts, opportunities, and partner motions.
Success Indicators:
- Consistent quota attainment and delivery of assigned revenue targets.
- Healthy qualified pipeline generation and coverage aligned to territory and forecast commitments.
- New-logo acquisition and expansion into underpenetrated mid-market accounts.
- Installed-base growth through renewals, upsell, cross-sell, and increased account penetration.
- Partner-sourced or partner-influenced revenue generated through CSP, Service Provider, and VAR ecosystem leverage.
- Reliable CRM hygiene, forecast accuracy, opportunity progression, and close-plan execution.
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