Account Director (Network Testing & Planning)

The Role:

Infovista is looking for an experienced Account Director to drive growth of our Network Engineering business across the UK, Ireland and in named major Accounts in Europe.

The role is responsible for developing existing customers, winning new logos and building sustainable pipeline across Infovista's Mobile Network Testing and Planning portfolio.

This is a senior, customer-facing sales role requiring a strong understanding of the telecom ecosystem and the ability to engage effectively with mobile operators, service companies, and other organisations involved in designing, deploying, testing and optimizing mobile networks.

The successful candidate will own the commercial strategy and sales execution for the territory, working closely with Solution Engineering, Inside Sales, Product Management, Marketing, and other teams to identify opportunities, develop compelling customer value propositions and convert them into revenue.

Key Responsibilities:

• Own the revenue target, pipeline and forecast for the assigned territory.

• Develop and execute territory and account plans aligned with Infovista's Network Engineering growth objectives.

• Grow existing strategic accounts through account penetration, upsell and cross-sell.

• Identify and win new customers across the network testing, planning and optimization ecosystem.

• Build relationships with senior commercial, operational and technical stakeholders within target accounts.

• Identify customer business and technical challenges and translate them into compelling commercial opportunities.

• Develop business cases that demonstrate measurable customer value and support larger, higher-value engagements.

• Drive opportunities through the complete sales cycle from qualification and discovery through proposal, negotiation and close.

• Develop competitive displacement opportunities within accounts using alternative network testing and planning solutions.

• Identify and pursue new addressable segments, including private networks, neutral hosts, infrastructure providers, service companies and adjacent telecom ecosystems.

• Work with partners and channels where they provide a more effective route to market.

• Collaborate closely with Solution Engineering on technical qualification, demonstrations, evaluations and PoCs.

• Work with Inside Sales/Demand Generation to develop target accounts, create pipeline and progress qualified opportunities.

• Maintain accurate opportunity information, pipeline coverage, next steps and forecasting in CRM.

• Apply disciplined opportunity qualification and sales methodology throughout the sales cycle.

Experience & Skills

• Strong track record in B2B technology sales with demonstrable experience carrying and achieving a sales quota.

• Experience selling into telecommunications operators, vendors or the broader mobile-network ecosystem.

• Good understanding of mobile network technologies and how operators plan, deploy, test, optimize and operate their networks.

• Experience developing both existing strategic accounts and new-logo business.

• Proven ability to manage complex sales cycles involving multiple commercial and technical stakeholders.

• Strong account planning, opportunity qualification, negotiation and closing skills.

• Comfortable developing business cases and selling on customer value rather than product features or price alone.

• Ability to work effectively with technical pre-sales teams while retaining clear commercial ownership of the opportunity.

• Strong pipeline management and forecasting discipline.

• Ability to operate independently across a geographically distributed territory and global organisation.

• Excellent written and verbal communication skills in English.

Ideal Background

Experience with network testing, drive testing, network planning, RF optimization, network performance or adjacent telecom software/solutions would be highly valuable.

Relevant experience may come from telecom software vendors, network equipment vendors, test and measurement companies, engineering/service organisations or other suppliers selling technology into mobile operators.

Understanding of the competitive landscape for network testing and planning solutions would be advantageous.

Success Indicators:

Success in this role means:

• Consistently achieving the territory revenue target.

• Building sufficient qualified pipeline to support predictable growth.

• Expanding Infovista's footprint within existing customers.

• Winning new logos and competitive displacement opportunities.

• Increasing the scale and strategic value of customer engagements.

• Maintaining accurate, credible forecasting and disciplined opportunity management.

• Developing strong customer and partner relationships that create repeatable growth.