Senior Account Executive - Telecommunications (F/H)

About the Company

Responsibilities

• ● cutting-edge AI product suite while orchestrating high-impact strategic consulting projects. Your success is measured by your ability to penetrate complex telecom organizations, build C-Level intimacy, and turn technical excellence into sustainable commercial success.
• ● The Telco Strategic Hunter: You thrive in the complexity of long sales cycles (6-12 months) specific to the telecommunications industry. You don't just wait for leads; you build account plans that map out stakeholders and influence the RFP (Appel d'Offres) before it's even written. You have successfully answered and won major Telco RFPs in the past.
• ● Industry Insider: You possess a profound understanding of the Telco landscape. You know the specific challenges of the sector-from 5G monetization and network optimization to OSS/BSS modernization and customer churn reduction-and you know how to leverage AI to address them.
• ● Hybrid Commercial Profile: You are equally at home selling scalable SaaS products as you are selling high-value, bespoke strategic services (Time & Materials (T&M) and Fixed-price).
• ● AI Fluent: You possess a deep cognitive curiosity for AI and IT architecture. You can hold your own in a room of Telco CTOs, CIOs, and Data Leads, translating technical capabilities into tangible business ROI.
• ● The "Field" Mentality: You believe sales happen in the room, not just on Zoom. You enjoy being on the field, building relationships in person, and mastering the nuances of the Paris business ecosystem.
• ● Force Multiplier: You make the team better-sharing best practices, supporting peers, and stepping in when needed. Your presence increases the effectiveness and cohesion of the entire group and helps more junior team members.
• ● Account Orchestration: Take full ownership of a targeted portfolio. You will define the strategy to expand our footprint exclusively within the Telecommunications sector.
• ● Complex RFP Management: Lead and coordinate responses to highly complex, multi-million-euro Telco RFPs. You will mobilize internal resources to craft winning proposals tailored to operators' stringent requirements.
• ● Full-Cycle Execution: From cold-start qualification (MEDDIC/BANT) to complex negotiations and closing. You'll be expertly managing all stages of the sales process.
• ● C-Suite Advisory: Act as the primary point of contact for C-Level as well as B-Level stakeholders in Telco organizations, identifying pain points and aligning them with Illuin's AI roadmap.
• ● Cross-Functional Collaboration: Partner with our Pre-sales, Products, and Engineering teams to ensure that the "vision" sold is technically sound and perfectly delivered.
• ● Pipeline Rigor: Maintain extreme discipline in your CRM and forecasting. You understand that "hope is not a strategy" and rely on data to drive your activity.
• ● Profile Requirements
• ● Track Record & RFP Mastery: 10+ years of experience in consultative sales for Large Enterprise accounts, with a mandatory, verifiable track record of responding to and winning large-scale Telco RFPs. (Be prepared to provide concrete examples/track record during the process).
• ● Deep Vertical Expertise: Exceptional knowledge and an active, existing network within the Telecommunications industry. You speak the language of Telco operators flawlessly.
• ● Background: Ideally coming from a high-growth Scale-Up, a specialized Telco software vendor, or a Tier-1 Digital Transformation consultancy.
• ● Technical Acumen: Strong understanding of Software/SaaS models and a genuine interest in Generative AI and Data ecosystems.
• ● Methodology: Mastery of enterprise sales frameworks (MEDDIC, Challenger Sale, or similar).
• ● Cognitive Ability: You are comfortable with numbers, mental math for on-the-spot business cases, and complex problem-solving.

Benefits

• ● Unrivaled Tech Stack: Sell the most advanced AI solutions in the market-products that are actually in production, not just "PowerPoint AI."
• ● High Stakes, High Reward: Manage 5-10 accounts where your impact is visible and your commission is uncapped based on performance.
• ● Culture of Excellence: Join a team of "Doers" where the Sales function is central to the company's trajectory.
• ● Prestige & Growth: Work at the intersection of a top-tier consultancy and a disruptive software editor.
• ● The Selection Process
• ● Talent Screen: A 30-minute screening focusing on your enterprise track record, Telco experience, and sales methodology.
• ● The Deep Dive: Interview with the Head of Sales/Founders to discuss your past quotas, your specific Telco "war stories," and your RFP track record.
• ● Sales Case Study: A simulated account planning and pitch session to demonstrate your consultative approach and "number crunching" skills on a realistic Telco scenario.
• ● Cultural Alignment: A final round to meet the wider team and ensure a shared "challenger" mindset.