Are you experienced working with Tier 1 telecom operators (MNOs, FiberCos, CableCos) on complex data and analytics challenges? Do you enjoy shaping opportunities before they exist, working closely with technology executives and engineers, and translating strategy into deployable solutions? Are you motivated by bringing AI/ML into real-world network planning, optimization, and operational decision-making?
This role sits at the intersection of customer engagement, solution shaping, and AI/ML deployment.
This role involves regular client and partner meetings in Dallas, New Jersey, Seattle, or Denver, so being local to any of these areas is a strong plus.
About Sand
Sand Technologies is a global Physical AI company using data and AI to make critical industries work better. We partner with governments, cities and enterprises to improve how essential systems operate across healthcare, water, energy, telecommunications and infrastructure.
Our work delivers proven real-world impact. We have built AI systems that help manage London’s water supply, supported telecom network planning across hundreds of cities, and developed digital healthcare platforms serving tens of millions of people across Africa. From intelligent command centers to AI-powered infrastructure platforms, we help organizations sense, analyze and act in complex environments.
Our people are ambitious, curious and relentlessly practical. Our teams work alongside clients in the field, solving hard problems and deploying solutions that last. With colleagues across Africa, Europe, the UK and the US, we operate across the full stack - from research and engineering to deployment and capability building.
Our mission is simple: to harness AI to solve humanity’s most pressing challenges.
About the role
We are looking for a Business Development Manager to lead growth and target account development across the assigned telecom accounts in the United States.
This is not a traditional enterprise sales role in a slow-moving environment. You will move fast and work closely with Forward-Deployed Engineers to identify high-impact telco infrastructure challenges, shape deployable AI/ML-driven digital twin opportunities, and build long-term partnerships - from pre-commercial prototypes to production deployments and commercialization.
You will engage stakeholders across strategy functions, the C-suite, CTO organizations, RAN and access network teams, OSP planning and engineering groups, and data & AI leadership to translate priorities into scalable solutions using Sand’s Physical AI platform (SandOS) and Digital Twin solution accelerators.
Typical engagements start with discovery sessions and focused pilots, then expand into multi-year AI/ML deployments supporting infrastructure planning, rollout optimization, network automation and performance optimization.
What you’ll do
-
In partnership with Sand’s leadership, develop and execute strategies to grow presence and wallet share within key accounts (mainly Tier 1 MNOs, but also FiberCos, and CableCos).
-
Leverage prior experience working with one or more of these accounts—such as T-Mobile, Verizon, AT&T, Charter, Comcast, or Cox—to drive business development.
-
Work with hyperscaler partners (e.g., leading cloud providers, NVIDIA, and others) as part of the AWS-NVIDIA Telco IA fellowship program and beyond, supporting telco-focused initiatives and driving co-selling motions, pipeline development, and joint sales engagement with key ecosystem partners.
-
Lead cross-functional collaboration across product management, forward-deployed engineering, delivery, and infra engineering teams to shape opportunities and guide engagements end-to-end - from initial client contact, problem definition, and qualification through deal structuring, procurement, and close.
-
Build strong familiarity with the SandOS platform, network digital twin, and telco AI/ML models and agents, and apply them to real-world use cases such as network performance optimization, intervention strategy simulation, decision-layer enablement, and orchestration solutions.
-
Develop detailed customer profiles by identifying key stakeholders (e.g., C-suite, Strategy, Data & AI, RAN planning, RAN engineering, and O&M) and tailoring approaches to address their specific needs.
-
Operate effectively in a fast-paced, technical environment, with a solid understanding of data and AI fundamentals (relevant certifications are a plus).
-
Partner with Forward Deployed Engineers and Product to identify and leverage relevant datasets through deep engagement with customer workflows and challenges.
-
Attend industry events and conferences to represent the company and build relationships with potential customers
-
Provide regular feedback to the management team on market developments, opportunities, and threats
Who you are
-
5-7 years of experience working with telecom operators in enterprise business development, infrastructure partnerships, strategy, or technical solution environments
-
Strong familiarity with U.S. telecom operator structures and decision-making environments across CTO, planning, engineering, and data & AI organisations
-
Demonstrated experience navigating complex enterprise sales cycles involving multiple technical and executive stakeholders
-
Ability to operate credibly in technical discussions involving AI-enabled decision systems or automation and data platforms.
-
Experience working alongside engineering or delivery teams in solution-oriented customer environments
-
Strong stakeholder mapping and relationship-building skills across large, matrixed organisations
-
Comfort engaging both executive and technical audiences in fast-moving, ambiguous environments
-
Existing network within Tier-1 or Tier-2 telecom operators in the United States
-
Strong analytical and data-driven approach to sales
-
Ability to travel regularly (20~30% of the time) to meet customers and attend industry events
-
Bachelor's degree in business, technology, or a related field
How we work
Due to the highly collaborative and internationally distributed nature of our work, successful candidates must be comfortable operating in small teams while contributing to larger, globally coordinated efforts. A strong sense of ownership, self-motivation and discipline in maintaining clear and consistent communication through virtual collaboration tools and video conferencing is essential.