Account Director (Network Testing & Planning)

The Role \& Team:

Infovista is looking to hire a commercially driven Account Director to accelerate market growth through CSPs, Service Providers, and a productive managed VAR ecosystem. This is a hands\-on, quota\-carrying sales role accountable for revenue delivery, qualified pipeline creation, new customer acquisition, installed\-base expansion, and accurate forecasting across Infovista’s product portfolio.

The successful candidate will combine three core capabilities: farmer, hunter, and ecosystem builder. They will grow the installed base through renewals, upselling, cross\-selling, and deeper account penetration; acquire new logos and develop new opportunities in untapped markets; and activate CSP, Service Provider, and VAR partners through partner development, joint account planning, and co\-selling.

The Account Director will personally drive opportunities while leveraging partners to scale market reach and revenue, working closely with pre\-sales, sales operations, product marketing, and product development to deliver successful outcomes for Infovista customers.

Key Responsibilities:

• Own and deliver assigned revenue targets across the mid\-market, with clear accountability for bookings, pipeline generation, deal progression, and forecast accuracy.


• Grow the installed base by driving renewals, upselling, cross\-selling, and expanding Infovista’s footprint within existing CSP, Service Provider, and enterprise accounts.


• Acquire new logos by identifying target accounts, creating demand, developing qualified opportunities, and closing new business across underpenetrated markets.


• Build and execute account plans that translate customer needs, market potential, and Infovista’s portfolio into measurable growth opportunities.


• Activate and grow a managed ecosystem of CSP, Service Provider, and VAR partners through partner development, joint account planning, opportunity mapping, and co\-selling execution.


• Personally manage the sales cycle from opportunity creation to negotiation and close, coordinating internal resources while maintaining ownership of commercial outcomes.


• Develop and maintain executive\-level relationships with customers, prospects, and partners to create access, shape opportunities, and strengthen Infovista’s position.


• Maintain disciplined CRM hygiene, including accurate pipeline data, opportunity stages, close plans, next steps, and reliable forecast submissions.


• Convert marketing\- and sales\-qualified leads into qualified pipeline and targeted account\-based motions that support territory growth.

• Proven quota\-carrying sales experience with a demonstrable track record of achieving or exceeding targets, building qualified pipeline, and closing complex B2B software or technology deals.


• 5\+ years’ experience selling products and solutions to CSPs, Service Providers, and related telecommunications businesses.


• 10\+ years of total experience in the telecommunications, networks, or related technology sector.


• Experience growing existing accounts, acquiring new logos, and developing partner\-led or partner\-influenced opportunities through VARs, Service Providers, or ecosystem channels.


• Exposure to operators’ OSS environments and experience selling solutions linked to network testing, planning, optimization, monitoring, performance management, and network lifecycle automation.


• Experience selling complex, network\-based applications across voice, video, mobile broadband, fixed, 5G, IoT, and related communications environments.


• Knowledge of how automation and machine learning can reduce MTTR, improve operational efficiency, and support customer business outcomes.


• Expert knowledge and practical experience of at least one major B2B sales methodology.


• Track record of engaging senior executives, negotiating commercial terms, and closing opportunities with multiple stakeholders.


• Bachelor’s degree in Engineering, IT, Business Studies, or a related field.


• Ability to travel within region.

• Strong commercial acumen with the ability to qualify opportunities, shape value propositions, build business cases, and align Infovista solutions to customer priorities.


• Confident negotiation and closing skills, with the discipline to manage complex opportunities through clear close plans and executive alignment.


• Entrepreneurial drive and resilience to operate independently in a dynamic mid\-market environment while actively creating demand and progressing opportunities.


• Ability to build productive customer and partner relationships that create access, trust, influence, and measurable commercial outcomes.


• Strong understanding of CSP and Service Provider challenges in planning, deploying, migrating, and operating multi\-vendor networks.


• Competitive awareness and the ability to position Infovista’s portfolio clearly against alternative offerings.


• Excellent communication, organization, CRM discipline, and self\-management across multiple accounts, opportunities, and partner motions.

• Consistent quota attainment and delivery of assigned revenue targets.


• Healthy qualified pipeline generation and coverage aligned to territory and forecast commitments.


• New\-logo acquisition and expansion into underpenetrated mid\-market accounts.


• Installed\-base growth through renewals, upsell, cross\-sell, and increased account penetration.


• Partner\-sourced or partner\-influenced revenue generated through CSP, Service Provider, and VAR ecosystem leverage.


• Reliable CRM hygiene, forecast accuracy, opportunity progression, and close\-plan execution.

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