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Salary: USD 109,649 - 160,812 / annual
Alkira, a Lumen company, is building the future of enterprise networking through a programmable platform that connects, secures, and operates cloud, sites, partners, data centers, and AI workloads. This role is a senior individual contributor position focused on expanding and modernizing a portfolio of complex, high-profile Regional Enterprise accounts.
You will own account strategy and demand creation by analyzing each customer's business model, financial priorities, operating challenges, and technology environment to identify whitespace, stakeholders, use cases, and funding paths. You will build qualified expansion pipeline through executive relationships, proactive discovery, account intelligence, partners, and marketing. You independently plan account approaches, create demand, shape commercial outcomes, and lead cross-functional pursuit teams without formal authority.
Key responsibilities include:
**Account Strategy & Demand Creation**: Own and execute account strategies for complex or high-profile Regional Enterprise customers with significant revenue, broad geographic reach, and diverse needs. Analyze customer priorities to identify expansion opportunities. Build qualified pipeline through executive relationships and focused prospecting. Prioritize opportunities based on customer value, solution fit, competitive dynamics, and revenue potential.
**Shape Decisions & Solutions**: Lead consultative discovery with executive, business, technical, operational, and financial stakeholders to define desired outcomes and decision criteria. Translate customer needs into outcome-based solution narratives and quantified business cases. Serve as a recognized expert in business, sales, product, or service areas. Direct and coordinate Solutions Engineering, Customer Success, Product, Delivery, Marketing, channel, and partner resources around clear objectives.
**Lead Commercial Outcomes**: Own expansion opportunities through qualification, solution validation, proposal, negotiation, close, and transition to activation. Exercise broad authority and considerable discretion to shape and negotiate product, service, pricing, and commercial terms with senior customer stakeholders. Establish mutual action plans and stakeholder commitments. Lead small-to-medium cross-functional pursuit teams without supervisory authority.
**Operate with Discipline**: Maintain rigorous account plans, stakeholder maps, pipeline coverage, qualification, forecasts, and CRM records. Use AI, agents, and automated workflows to improve research, prioritization, and opportunity management. Share customer and market insight and coach peers on proven practices.
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.
**Requirements**:
- 6+ years of complex B2B sales experience with sustained success growing existing customer relationships and achieving sales goals
- Bachelor's degree or equivalent education and experience
- 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
- Practical experience with AI-enabled sales tools is preferred
