Senior Account Manager

Overview

In this role you will manage and grow strategic BSS software portfolios for enterprise and mid-sized clients, balancing deep account stewardship with new business hunting. You’ll engage C-suite and technical buyers to drive upsell opportunities, RFPs, and pricing negotiations, while aligning with Professional Services and Managed Services. You’ll articulate business value of billing, charging, invoicing and mediation platforms to executives, and shape roadmap priorities through quarterly business reviews. This is a scale-focused, cross-functional role that combines relationship leadership with deal-driven execution.

Responsibilities

• Key Account Management of existing customers with C-level and technical stakeholders to enable software enhancements
• Coordinate with Professional Services and Managed Services to drive upsell use cases (billing, charging, mediation, CRM, product catalog)
• Lead RFP/RFI responses, pricing discussions, and contract negotiations to close and expand engagements
• Drive quarterly business reviews with operations to align metrics and roadmap priorities
• Partner with Professional Services to develop business cases for upgrades and paid engagements
• Lead full enterprise sales lifecycle for all products/solutions and articulate business value to global operators
• Generate and maintain an accurate sales pipeline and forecasts in CRM
• Stay updated on BSS market trends, competitors, and customer needs
• Lead discovery sessions on BSS architecture, integrations, cloud deployment, and APIs
• Collaborate with Marketing to identify target markets and craft compelling pitches
• Manage end-to-end RFP/RFI processes and proposals and negotiate terms to meet customer requirements

Key requirements

• 12+ years of enterprise sales experience in BSS/OSS or SaaS
• Proven track record selling complex, high-value software to enterprises
• Strong understanding of BSS domains (billing, charging, CRM, digital services, orchestration)
• Experience with long sales cycles and multi-stakeholder buying
• Excellent communication, presentation, negotiation skills; CRM and sales metrics familiarity
• Familiar with APIs, data formats, and typical integration scenarios
• Comfort engaging with both business and technical audiences
• Willingness to travel

• relationship-building with senior stakeholders
• negotiation and deal-structure skills
• clear business–technical storytelling
• BSS architecture understanding
• integration and API concepts
• cloud deployment options

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