Major Account Director
Job Type
Job ID
East Asia Sales

Transform the way the world runs networks

The Opportunity  

As a leader in Active Network Intelligence, our solutions enable Service Providers to deliver quality experiences for Internet customers around the world. And that quality of experience is no exception for Sandvine Team Members.
We’re looking for a Major Account Director to join our East Asia Sales Team to lead a team of experienced account managers and sales engineers. This team is dedicated to a key account in the territory and you will be responsible for the team’s delivery of revenue from this account. In addition you will be the senior commercial escalation point, responsible for ensuring that this customer recognizes value from Sandvine’s products. The Major Account Director will report directly to the Regional Vice President for Sales and will be based in our Tokyo office.

This opportunity is for you if you are passionate about technology, are an experienced leader in a value-based selling organization, and you establish trust with, and can influence, senior representatives from large carrier organizations.

The Job

Functional Knowledge

  • Coach and assist in the identification and development of new opportunities for Sandvine products and services
  • Closely manage the teams opportunity forecast and construct deals to deliver earliest possible realization of revenue
  • Creation and maintenance of strategic business plans for the account
  • Understand customer environment and Sandvine solution set to (1) identify ROI opportunity, (2) partner with the customer to develop their business case, and (3) maximize the portfolio of Sandvine Use Cases adopted by your customer
  • Understand competitive positioning and threats and proactively counter against these
  • Maintain accurate artifacts associated with the account – account plan, opportunity forecast, customer contact personas, trip reports
  • Deliver a reliable forecast for the account


  • Provide clear guidance on day-to-day challenges from the assigned account managers and sales engineers
  • Develop, review and maintain goals for your individual team members
  • Coach the team on account and opportunity development strategy
  • Champion the resolution of any escalation which directly or indirectly jeopardizes revenue recognition for the account


  • Establish collaborative relationship with the regional customer success team
  • Establish relationships with central supporting functions to promote and enable devolved resolution to issues

What Skills You Bring

  • Minimum 5 years solutions based sales experience, and 2 years in a leadership role
  • Detailed comprehension of Carrier technologies,--Wireless, Cable, Telephony, LAN, WAN, LTE, 3G, 4G, emerging 5G, Policy management
  • Proven track record of value-based selling of complex software solutions in a Use Case model.
  • Proven history of success managing and negotiating large deals
  • Must have strong technical knowledge and experience in creating strategic business plans and identifying competitive strategy for assigned accounts
  • Prior Account Management experience leveraging senior level contacts across multiple organizations within carrier accounts in Japan
  • Preference for deep existing relationships within one or more of those accounts
  • High energy, self-starter with strong multi-tasking abilities and the ability to work independently
  • Understanding of Service Provider Market including experience working with Marketing/Product organizations and generating a relevant business case

About Sandvine

Networks are evolving, and operators need to keep up. At Sandvine, we’re working with innovative customers who are looking to embrace change and constantly improve. By combining analytics, machine learning, and automation, we help hundreds of network operators around the world make their networks run simpler and smarter – all while exceeding their expectations.

As a Sandviner, you’ll take on new challenges, learn from industry leaders, and contribute to creative solutions as part of a growing team that is transforming the way the world runs networks.

What Can You Expect From Us

  • Competitive salary
  • Benefits and vacation from day one
  • Commitment to employee health and well-being

Sandvine Applicant Data Protection Authorization

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Thank you for your interest in Sandvine. While we're not able to reach out to everyone who applies, we will contact you if your skills and experience are a match for the role. Sandvine is committed to supporting a culture of inclusion. We welcome and encourage applications from all qualified applicants regardless of race, ethnic origin, religion, age, gender, sexual orientation, ability or disability.

Please reach out to our recruiters to begin a conversation about how we can ensure that you deliver your best work. You may also email our team at to begin a conversation about individual accessibility needs throughout the hiring process and support moving forward if you are successfully hired.