Advise enterprise customers on cybersecurity solutions, lead technical proposals and demonstrations, support network and platform designs, and guide proof-of-concept validation with account executives.
About this role
The Major Account Manager – Service Provider leads a hybrid sales and partner strategy for major telecommunications and IT-service groups. The role sits in the sales organization and combines direct, high-touch engagement with customer IT and security teams with sell-through growth through major partners. It also manages the frontline sales and sales-engineering team and develops relationships from operating contacts to CxO counterparts.
Core work includes planning platform adoption and standardization, coordinating partner sales, supporting opportunities, setting goals, developing team members, and building proposals and negotiations with executive stakeholders. The role requires 10 or more years of corporate sales experience in enterprise software, cloud, or networking for large companies, plus basic IT literacy. Candidates need at least five years with major Japanese telecom operators or large IT-service groups, including sell-to and sell-through quota ownership or comparable results, as well as the ability to plan and execute a medium- to long-term hybrid sales strategy.
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