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About the Role
As an Account Director II Forward Deployed, you will own expansion and modernization across a portfolio of complex, high-profile Regional Enterprise accounts by connecting customer priorities to measurable outcomes enabled by network, cloud, security, managed services, and related technology solutions. You independently plan the account approach, create demand, shape commercial outcomes, and lead cross-functional pursuit teams without formal authority. Your deep understanding of customer business and financial priorities, market context, and relevant solutions makes you a trusted specialist who develops customers’ and colleagues’ understanding.
Responsibilities
- Own and execute account strategies for complex or high-profile Regional Enterprise customers, including accounts with significant revenue, broad geographic reach, and diverse needs.
- Analyze each customer’s business model, financial priorities, operating challenges, technology environment, and buying signals to identify whitespace, stakeholders, use cases, and funding paths.
- Build qualified expansion pipeline through executive relationships, proactive discovery, account intelligence, partners, marketing, and focused prospecting.
- Prioritize opportunities and resources based on customer value, solution fit, competitive dynamics, risk, and revenue potential; provide input that improves colleagues’ account approaches.
- Lead consultative discovery with executive, business, technical, operational, and financial stakeholders to define desired outcomes, value at stake, decision criteria, and urgency.
- Translate customer needs into outcome-based solution narratives and quantified business cases addressing value, investment, implementation considerations, risk, and cost of inaction.
- Serve as a recognized expert in one or more business, sales, product, or service areas; develop customer and colleague understanding through informed points of view and best practices.
- Direct and coordinate Solutions Engineering, Customer Success, Product, Delivery, Marketing, channel, and partner resources around clear customer and commercial objectives.
- Own expansion opportunities through qualification, solution validation, proposal, negotiation, close, and transition to activation.
- Exercise broad authority and moderate-to-considerable discretion, within company governance, to shape and negotiate product, service, pricing, and commercial terms with senior customer stakeholders.
- Establish mutual action plans, stakeholder commitments, milestones, and next steps; identify customer risk, competitive threats, and dependencies early.
- Lead small-to-medium cross-functional pursuit teams without supervisory authority and hold contributors accountable for agreed actions and customer outcomes.
- Maintain rigorous account plans, stakeholder maps, pipeline coverage, qualification, forecasts, next steps, and CRM records.
- Use AI, agents, and automated workflows to improve research, prioritization, meeting preparation, follow-through, and opportunity management; validate outputs and apply sound judgment.
- Share customer and market insight, coach peers on proven practices, and help improve sales execution and solution fit.
Requirements
- 6+ years of complex B2B sales experience, or equivalent evidence of capability, with sustained success growing existing customer relationships and achieving sales goals.
- Experience owning complex or high-profile accounts and advancing multi-stakeholder technology opportunities from discovery through negotiation and close.
- Deep expertise in one or more relevant domains, such as customer business and financial drivers, networking, cloud, security, managed services, or enterprise technology sales.
- Demonstrated judgment and discretion in structuring and negotiating product, service, pricing, or commercial terms with senior customer stakeholders.
- Ability to plan account strategy independently, influence colleagues’ approaches, and lead cross-functional teams without formal authority.
- Strong executive communication, business-case development, forecasting, pipeline management, and CRM discipline.
Skills
- AI-enabled sales tools
Location
- Remote
Work Type
- Remote
Experience Level
- 6+ years
Education Level
- Bachelor’s degree or equivalent education and experience
Salary/Compensations
- $109,649 - $146,192
- $115,133 - $153,507
- $120,617 - $160,812
Benefits
- Health
- Life
- Voluntary Lifestyle benefits
- Bonus structure (short-term incentives, long-term incentives and/or sales compensation)
About the Company
- Lumen is the trusted network for the AI‑powered world, connecting people, data, and applications through our expansive fiber network and connected ecosystem.
- We enable secure, high‑performance connectivity across cloud, edge, and AI workloads for enterprises, governments, and communities.
- At Lumen, you’ll work on infrastructure customers rely on today and build for what’s next, where performance, security, and resilience matter.
- This is a high accountability environment where bold ideas drive real innovation for our customers, partners, and industry.
- The work is challenging, expectations are clear, and trust is built into how we operate.
- If you’re ready to take ownership, deliver meaningful impact, and help shape the future of AI‑ready connectivity, join us today.
- Life at Lumen is human and connected, even in a fast moving, AI‑focused organization.
- We set clear expectations and trust people to meet them.
- With real support and shared accountability, teams collaborate better, move faster, and deliver meaningful outcomes.
- Our Lumen 8 behaviors guide how we interact, make decisions, and work together, shaping a culture built to perform and win.
Equal Opportunity
- We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”).
- We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.