Client Partner - Technology Sector, Strategic Accounts at AT&T in San Jose, California

Client Partner

Sales employees will concentrate on acquiring new business and conducting customer meetings most often, at the customer location. When not in the field, sales employees are expected to collaborate with their team from their assigned office location and place of work. Fiber or Mobility Solutions AI is transforming how the world works, and every model, data center, and cloud platform behind it requires enormous amounts of network connectivity. Whether through High-Capacity Fiber or Mobility solutions, AT&T is moving fast to meet that demand. Join a growing team of sales professionals that partner with the world's leading technology companies to deliver the network solutions their AI infrastructure depends on. As a Client Partner in the AT&T Technology Sector Strategic Accounts organization, you will own the relationship and sales strategy for a portfolio of existing named technology accounts. This role is for an experienced seller energized by the AI-driven growth of today's technology companies, who can turn customer priorities and market shifts into focused account strategies, stronger executive relationships, and sustainable revenue. You will collaborate directly with customer stakeholders and partner closely with internal teams to expand solution adoption, strengthen retention, and deliver measurable results. Client Partner openings are available with a focus on Fiber, Mobility, or Converged Fiber and Mobility solutions.

Earn with confidence, upside, and visibility into your total opportunity. This role offers a competitive base salary, performance-based commission, and meaningful earning upside tied directly to sales results. At target performance, total annual earnings are expected to range from $185,600 to $252,800, with the opportunity for top performers to exceed target based on quota achievement, new revenue growth, and strength of pipeline execution. Your earnings will be driven by how effectively you build and manage enterprise opportunities, develop customer relationships, advance complex solutions, and close business. High-performing sellers who consistently create qualified pipeline, expand account potential, and deliver results can accelerate earnings to $350,000 or more while building long-term career momentum within AT&T.

What you'll do:

• Capture the AI infrastructure opportunity: Win a growing share of the high-capacity fiber and Mobility demand created by the AI infrastructure build-out within your assigned accounts, positioning AT&T as the network partner of choice for technology companies building and scaling AI.
• Grow and retain strategic technology accounts: Own a relationship-led sales motion focused on retaining, expanding, and increasing share of wallet within an assigned portfolio of technology customers, and meeting or exceeding assigned revenue, retention, and growth objectives.
• Build and execute account plans: Develop strategic account plans, map stakeholders and buying groups, research customer, and industry priorities, identify whitespace across fiber and mobility, and maintain disciplined pipeline coverage, renewal visibility, and forecast accuracy.
• Own the customer relationship: Build relationships with senior customer leaders and lead regular business and executive reviews to understand evolving strategic, operational, and technical needs, shape a compelling business case, and recommend the right solution for each customer.
• Drive expansion and renewals: Identify upsell, cross-sell, and contract renewal opportunities; coordinate proposals, pricing, presentations, and, when applicable, RFP responses; and negotiate commercial terms that extend the relationship and grow the account.
• Orchestrate internal expertise: Partner with solution architects, engineering, product, pricing, legal, implementation, operations, and external partners to develop feasible solutions and deliver on customer commitments.
• Focus on the customer: Function as the customer's advocate, proactively monitor service health, and help resolve installation, billing, or account issues quickly to reduce churn risk and preserve opportunities for future growth.
• Apply market insight: Monitor customer priorities, competitor activity, technology developments, and account signals to identify opportunities and continuously improve sales strategy and execution.
• Own your results: Maintain accurate sales activity, opportunity, and forecast records; use data to prioritize effort; and communicate risks, commitments, and progress against defined goals.

What you'll bring:

• 8+ years of related sales experience, including experience managing complex business-to-business opportunities with limited supervision.
• Demonstrated success growing and retaining strategic B2B accounts, developing account plans, expanding share of wallet, managing renewals, and meeting or exceeding assigned quota.
• Advanced consultative and solution-selling capability, including discovery, business-case development, proposal creation, presentation, negotiation, and closing.
• Ability to engage and influence customer stakeholders across business, technical, procurement, and executive audiences.
• Ability to analyze account, market, and pipeline data; make sound decisions; solve problems; and maintain reliable forecasts and sales records.
• Ability to coordinate cross-functional contributors and manage multiple complex pursuits with clear ownership, urgency, and follow-through.

Highly Desirable:

• Working knowledge of how technology companies build and scale, including cloud, data center, and AI infrastructure, and how network capacity supports their growth.
• Working knowledge of high-capacity networking solutions such as high-capacity wavelength, DIA, DWDM, MOFN and cloud interconnect solutions.

Supervisor: No