The Mission: Strategic Growth & Deep-Tech Advisory (Telecom Focus) At Illuin Technology, we don't just "sell" software; we architect the AI future of the world’s largest organizations. As a Senior Account Executive specialized in Telecommunications, your mission is to manage a strategic portfolio of 5 to 10 major enterprise accounts within the Telco sector. You aren't just a vendor; you are a trusted advisor navigating high-stakes environments to deliver durable, multi-year partnerships with Tier-1 operators, ISPs, and infrastructure providers. You will master a dual-track revenue model: driving multi-year licenses for our 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. Your DNA - 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. What You’ll Be Doing - 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. - Languages: Native-level French and professional fluency in English. - Logistics: Comfortable working from our HQ in La Défense (Paris) with a 1-day-per-week remote policy. Why Join Us ? - 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.