Global Account Manager, Telco

Role Summary

The Global Account Manager (GAM) at Snowflake is responsible for driving growth and deepening our strategic partnership with AT&T, one of the world's leading telecommunications companies. This role requires a proven enterprise sales leader who can develop and execute multi-year strategic account strategies, orchestrate global account teams, and serve as a trusted advisor to AT&T executives. The GAM will position Snowflake as the Data and AI Platform of choice to power AT&T’s network modernization efforts, AI initiatives, operational efficiency, customer experience transformation, and data-driven innovation.

Key Responsibilities

• Revenue & Quota Ownership: Achieve and exceed quarterly and annual sales targets through strategic planning and execution.
• Strategic Account Leadership: Build and drive the global account plan for AT&T, aligning Snowflake resources, executive sponsorship, and investments to AT&T's most critical business and technology priorities.
• Trusted Advisor: Engage senior executives and C-suite stakeholders by understanding AT&T IT, data, and digital transformation roadmap, and position Snowflake as a key enabler of those initiatives.
• AT&T Creation & Expansion: Identify, qualify, and close new opportunities across AT&T business units, regions, and subsidiaries to generate long-term, recurring revenue.
• Executive Engagement: Lead high-level conversations with executives across technology, data, and business lines; deliver compelling business value and ROI messaging.
• Team Orchestration: Collaborate cross-functionally with Snowflake teams—marketing, partner sales, value engineering, legal, product, and professional services—to deliver AT&T-specific solutions and ensure customer success.
• Relationship Growth: Cultivate lasting relationships with decision-makers and influencers to ensure ongoing satisfaction and to expand Snowflake’s footprint across AT&T.

Requirements

• Experience: 10–15+ years of enterprise field sales experience in cloud, data, AI, or related technology with proven success managing large, strategic global accounts.
• Account Leadership: Demonstrated ability to grow complex accounts from initial footholds to multi-tens of millions in revenue, with expertise in developing multi-year strategic account plans.
• Deal Experience: Track record of closing seven-figure, multi-year enterprise agreements and structuring large, transformational partnerships.
• Industry Knowledge: Familiarity with the telecommunications industry, including network operations, customer experience, AI, cybersecurity, cloud transformation, and data modernization initiatives, is strongly preferred.
• Executive Engagement: Skilled at building executive-level relationships and influencing C-level stakeholders by connecting Snowflake solutions to their business imperatives.
• Collaboration: Effective at leading cross-functional, global account teams and coordinating with partner ecosystems to maximize value for the customer.
• Skills: Strong consultative and value-based selling expertise, with excellent communication, negotiation, and presentation abilities.
• Tools: Experience with Salesforce or similar CRM tools, AI fluency and ability to manage large pipelines and distributed teams.
• Travel: Willingness to travel as needed globally to support account needs.