Ribbon Communications · 6 days ago
Major Account Manager, AT&T
US - TW
Full-time
Hybrid
Senior Level, Lead/Staff
$120K/yr - $150K/yr
10+ years expRibbon Communications is seeking a driven, strategic, and customer-focused Major Account Manager to lead and expand their business with AT&T. The role involves managing client relationships, executing go-to-market strategies, and driving complex sales cycles to enhance revenue and partnerships with AT&T.
Information TechnologyReal TimeTelecommunications
Responsibilities
Execute Ribbon’s go‑to‑market strategy to grow revenue across AT&T’s business units
Manage all aspects of the client relationship, including strategic planning, opportunity development, and solution positioning across IP Routing, Voice, Cloud & Edge product lines
Drive complex, multi‑stakeholder sales cycles by engaging decision‑makers across Network Planning, Engineering, Architecture, IT, Procurement, and Operations
Develop, maintain, and grow a robust pipeline aligned with Ribbon’s revenue growth and margin objectives
Accelerate opportunity conversion by coordinating internal teams across product, engineering, and executive leadership
Deliver compelling proposals, RFP responses, and commercial offers tailored to AT&T’s technology and business objectives
Track competitive activity and position Ribbon’s differentiated value across AT&T’s network transformation initiatives
Provide account-level insights to influence Ribbon’s product roadmap, pricing strategy, and long‑term growth plans
Build trust-based relationships with AT&T senior leadership while promoting Ribbon as a strategic, long‑term partner
Qualification
Required
10+ years of experience delivering telecom or networking solutions to Tier 1 service providers (AT&T experience strongly preferred)
Deep understanding of telecom network infrastructure (IP routing, voice, session, packet/optical, routing & switching)
Proven success managing a large-scale strategic account with multi-million-dollar annual quotas
Strong executive presence and ability to communicate effectively with all levels — from engineering teams to CXO leadership
Demonstrated ability to manage long sales cycles, competitive bid processes, and complex commercial negotiations
Highly organized, with strong problem-solving skills and the ability to manage multiple workstreams simultaneously
Proficiency with Salesforce, PowerPoint, Excel, Word, and sales planning tools
Bachelor's degree in a technical, engineering, or business field
Preferred
Network automation, orchestration, analytics, and OSS/BSS environments is preferred
Cloud, virtualization, and next-generation network architectures
Experience influencing roadmap direction or representing customer needs to product management
Strong collaborative mindset with the ability to work cross-functionally in a fast-paced, evolving environment
High integrity, professional maturity, and a team-first mindset
Understanding of AT&T organizational structures, procurement processes, and technology decision-making pathways
Benefits
Eligibility for an incentive plan
Comprehensive benefits
Company
Ribbon Communications
Ribbon Communications is a company with two decades of leadership in real-time communications.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$490.4MKey Investors
Neuberger Berman
2024-05-15Post Ipo Debt· $385M
2023-03-30Post Ipo Equity· $53.4M
2022-08-15Post Ipo Equity· $52M
Leadership Team
Bruce McClelland
President and CEO
Fahad Najam
Senior Vice President of Corporate Development
Recent News
2025-12-18
2025-12-17
2025-12-04
Company data provided by crunchbase