AT&T Strategic Account Executive (Service Provider)

Location: Remote US | Dallas, TX or NJ preferred
Req ID: REQ‑2026‑2813
Travel: ~3–4x/month to AT&T sites
 

About the Role

Ribbon is seeking a high‑impact Strategic Account Executive to lead and grow our business with AT&T, one of our most important Tier‑1 service provider partners. This is a highly strategic, relationship‑driven role responsible for expanding Ribbon’s footprint across AT&T’s networks, cloud, voice, and edge technology domains.

If you excel at complex solution selling, navigating long sales cycles, and building trust with senior‑level leaders, this role offers the opportunity to make a significant impact on a marquee account.

Key Responsibilities

• Lead Ribbon’s go‑to‑market strategy to accelerate revenue across AT&T business units.
• Manage executive relationships across Engineering, Architecture, Network Planning, IT, Procurement, and Operations.
• Develop and execute multi‑year account plans aligned to AT&T’s technology and business priorities.
• Drive complex, multi‑stakeholder sales cycles from qualification through negotiation and closure.
• Position Ribbon’s IP Routing, Voice/SBC, Cloud & Edge, automation, and analytics solutions.
• Lead RFP responses, commercial proposals, and long‑cycle competitive bids.
• Coordinate cross‑functional engagement with internal product, engineering, and executive teams.
• Provide account insights to influence Ribbon’s product roadmap and commercial strategy.

Required Qualifications

• 8–10+ years selling telecom or networking solutions to Tier‑1 service providers.
• Strong AT&T experience preferred, including structural, procurement, and technical decision‑path understanding.
• Deep knowledge of IP routing, voice/SBC, cloud/virtualization, and next‑generation network architectures.
• Proven success driving multi‑million‑dollar sales cycles with long pursuit durations.
• Strong executive presence with the ability to communicate effectively across technical and business audiences.
• Highly organized with strong forecasting, planning, and pipeline management skills.
• Proficiency with Salesforce and standard sales tools.
• Bachelor’s degree in business, engineering, or related field (or equivalent experience).

Preferred Experience

• Experience influencing product or roadmap decisions through customer advocacy.
• Familiarity with network automation, orchestration, analytics, and OSS/BSS environments.
• Ability to work cross‑functionally in a fast‑moving, evolving environment.
• Experience developing large‑scale, multi‑year strategic account programs.

Why This Role Matters

This position directly shapes Ribbon’s strategic growth within AT&T. You’ll lead transformational opportunities, deepen partnerships across a major Tier‑1 service provider, and play a critical role in expanding Ribbon’s presence across next‑generation network and cloud initiatives.