Account director – Hyperscalers- Optical Networking and Transport

Job Description

Position Summary

This role is for an experienced Account director to manage an existing account and may also include some additional accounts. The expectation for this role is of a seasoned sales professional with strong existing relationships to senior leadership in the Hyperscaler customers. This may consist of one or a small number of customers. This role requires experience in leading a cross functional team including Sales Engineering and Business Divisions.

Duties and Responsibilities

• You will clearly articulate technology and product positioning and develop strategy and value propositions for both business and technical users.

• This position must be able to establish and maintain strong customer relationships with technical and engineering teams throughout the sales cycle.

• You are accountable to apply deep market and technology understanding in the Optical Transport, and Data Center Interconnect and Solutions space encompassing all elements of the hyperscaler accounts and architectures.

• You will lead and manage the technology evaluation stage of the sales process. You will work closely with our sales, technical and business teams to understand our customers’ challenges and assemble specific solutions to solve for their needs.

Your skills and experience

• Understand the complex sales, test and development activities required for Hyperscale accounts

• Prior experience selling Optical / DWDM technologies deployed in large-scale Hyperscalers / cloud operators including DCI, Transceivers /Pluggables, Metro and regional/long-haul optical transport networks.

• Communicate professionally and consultatively in written responses to emails, presentations, proposals, and reports.

• Be organized and analytical, and able to overcome customer challenges through creative and collaborative approaches

• Be a self-motivated individual capable of working with a minimum of supervision in a dynamic team environment.

• Experience and demonstrated success leading highly technical sales and/or sales engineering teams

• Be able to communicate effectively with members of other teams, departments, and customers at a high degree of liaison

• Understand the key stages in solution development for complex infrastructure manufacturing production ramp

• Experience and understanding of AI / ML applications in both Datacenter and edge deployments 

• Experience with standards, organizations, and consortiums of relevant technologies.