The IP & Optical Sales Director is responsible for managing customer relationships, closing complex sales opportunities, and achieving revenue targets with a focus on AI-driven DCI solutions.
Job Summary
Ribbon Communications is seeking a customer‑focused IP & Optical Sales Director to support growth across North and South America, with a strong emphasis on AI‑driven Data Center Interconnect (DCI) expansion.
This is a senior individual contributor role responsible for owning customer relationships, developing pipeline, and closing complex opportunities across IP, Optical, and DCI solutions. The role combines a proactive, hunter mindset with a collaborative, consultative sales approach.
Key Responsibilities- Own and grow enterprise and rural customer accounts within an assigned territory, primarily supporting customers across the Central Time Zone
- Exceed assigned sales quotas and revenue targets
- Identify, qualify, and close complex sales opportunities using a consultative selling approach
- Develop and execute strategic IP, Optical, and DCI sales plans, with emphasis on AI‑driven network expansion
- Build and maintain strong relationships with customer stakeholders at technical and executive levels
- Partner closely with Sales Engineering, Regional Sales Directors, and internal teams to deliver optimized solutions and RFP responses
- Coordinate Ribbon resources effectively to support customer engagements
- Position Ribbon as a long‑term strategic vendor within each account
- Acts as a technical and business specialist on complex customer opportunities
- Leads high‑value deals and strategic initiatives within the region
- Applies creativity, judgment, and technical insight to solve complex business and network challenges
- Operates with a high level of autonomy in managing territory strategy and priorities
- Determines work focus based on general strategic direction from leadership
- Serves as the primary sales leader for a portfolio of broadband and network opportunities
- 10+ years of enterprise or service‑provider sales experience
- Proven experience selling IP and Optical networking solutions
- Data Center Interconnect (DCI) experience strongly preferred
- Experience selling into Tier 1, Tier 2, or Tier 3 Telcos, Enterprises, Utilities, or Critical Infrastructure customers
- Demonstrated success closing complex, multi‑stakeholder sales opportunities
- Strong executive‑level selling, presentation, and negotiation skills
- Ability to collaborate effectively with engineering and architecture teams
- Self‑motivated, results‑driven, and accountable for outcomes
- Excellent communication, interpersonal, and relationship‑building skills
- Consultative, solution‑selling mindset with strong business and technical acumen
- Demonstrated track record of exceeding sales objectives in competitive environments
- Bachelor’s degree preferred, or equivalent combination of education and relevant work experience
- Ability to travel up to 50%
#LI-Remote
The anticipated base pay range for this full-time position in all geographic locations is $120,000.00 - $150,000.00 annually. Actual compensation within the range will be determined based on a variety of factors, including, but not limited to the candidate’s experience, skills and education. The compensation package also includes eligibility for an incentive plan and comprehensive benefits, subject to applicable requirements.
Please Note:
'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'
US Citizens and all other parties authorized to work in the US are encouraged to apply.
Top Skills
Ai-Driven Data Center Interconnect
Ip
Optical Networking Solutions
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