Ribbon Communications · 5 hours ago
Federal Senior Account Director
USA, TX, Plano
Full-time
Onsite
Senior Level, Lead/Staff, Director/Executive
$130K/yr - $160K/yr
15+ years expRibbon Communications is seeking a high-performing Senior Federal Account Director to drive sales and revenue growth in the U.S. Federal market. This strategic role focuses on developing relationships with federal systems integrators and managing the entire sales cycle for federal engagements.
Information TechnologyReal TimeTelecommunications
No H1B
U.S. Citizen Only
Responsibilities
Own and grow relationships with federal systems integrators, contract primes, and strategic contractors, serving as their primary point of contact and trusted advisor for Ribbon
Develop and execute a territory sales strategy and go-to-market (GTM) plan for federal systems integrators aligned with key federal end users across DoD and Civilian organizations, including CONUS and OCONUS locations
Manage the full sales cycle: opportunity identification, qualification, proposal development, pricing and commercial execution, delivery assurance, and customer follow-up
Collaborate cross-functionally with Sales Engineers, Marketing, Channel Sales, and Project Management to deliver on account plans and maximize value for customers and partners
Build and maintain relationships with key decision-makers (VP level and above; senior officers, GS leaders, and SES) across federal end-user accounts and integrator organizations
Maintain accurate CRM and forecast data (Salesforce) and provide regular updates to senior leadership
Represent Ribbon at federal and defense industry forums, conferences, and organizations, contributing to thought leadership, brand awareness, and market influence
Qualification
Required
15+ years of experience selling complex IT, professional and managed services, networking, and voice solutions into the U.S. Federal market, with a strong track record of success
Proven experience owning and managing systems integrator and strategic partner relationships and driving both direct and indirect sales throughout the federal marketplace
Experience working with and selling to the Federal Government and U.S. Department of Defense directly and indirectly
Deep understanding of IT and telecommunications solutions across enterprise, service provider, and managed services partners
Strong network of federal decision-makers, industry partners, and systems integrators
Strong familiarity with federal procurement processes, budgeting cycles, programs, contract vehicles, and ATO/certification processes
Ability to navigate long sales cycles, grow pipeline, and coordinate multi-stakeholder deals
Must be based in a major metro area with ability to meet customers and partners on-site regularly
Willing and able to travel 50%+ as needed
This position requires U.S. Citizenship due to federal contract requirements. We are unable to provide visa sponsorship for this role
Preferred
Bachelor's degree in business, engineering, or related field preferred (or equivalent business experience/commensurate military service)
Depth of knowledge in IP routing and switching, optical transport, packet networking, voice switching, and session border control technologies preferred
Benefits
Eligibility for an incentive plan
Comprehensive benefits
Company
Ribbon Communications
Ribbon Communications is a company with two decades of leadership in real-time communications.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$490.4MKey Investors
Neuberger Berman
2024-05-15Post Ipo Debt· $385M
2023-03-30Post Ipo Equity· $53.4M
2022-08-15Post Ipo Equity· $52M
Leadership Team
Bruce McClelland
President and CEO
Fahad Najam
Senior Vice President of Corporate Development
Recent News
2025-12-18
2025-12-17
2025-12-04
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