Account Director II - Public Sector
About The Position
Lumen is hiring an Account Director II to support its U.S. Navy customer within an established Department of Defense sales team. The role is responsible for growing and protecting a portfolio of telecommunications and managed services business across established Navy contract vehicles. Lumen has existing contracts and long-standing relationships with the customer. The Account Director leads strategic account planning, customer relationship development, and pipeline management to identify, qualify, and close new opportunities while retaining and expanding existing revenue. The position partners with capture, solution engineering, product, marketing, and other account resources to shape requirements, prepare compliant proposals, and negotiate contract terms. The role requires knowledge of Navy acquisition processes and command structures, awareness of the competitive landscape, consultative selling skills, and the ability to travel and support security clearance requirements as needed.
Requirements
- At least 7 years of industry-specific sales experience.
- Strong experience contracting with the U.S. Navy.
- Demonstrated success winning contracts and business in the federal marketplace, with a track record developing business within specific DoD branches or federal government agencies.
- Knowledge of Navy acquisition and procurement policies and contract vehicles, and familiarity with U.S. Navy commands and command structures.
- Knowledge of the telecommunications industry's competitive landscape and ability to discuss competitors and trends in the Department of Defense.
- Strategic planning, account management, account planning, and contract negotiation skills.
- Training and experience in consultative sales techniques.
- Proficiency with Microsoft Word, Excel, and PowerPoint for routine documents, data analysis, and presentations.
- Strong written and verbal communication, formal presentation, organizational, time management, customer-facing, sales, and marketing skills, including the ability to sell to the close.
- Self-motivated, driven leader with urgency in pursuing strategic opportunities.
- Ability to manage and grow a significant sales opportunity funnel and develop customer proposals.
- At least 50% of time conducting sales activities outside the office.
- U.S. citizenship and ability to obtain a security clearance.
- Valid driver's license and clean driving record.
- Ability to travel as required.
Nice To Haves
- Existing U.S. Navy contacts and relationships.
- Experience with Salesforce.com.
Responsibilities
- Grow and protect a portfolio of telecommunications and managed services business across established Navy contract vehicles.
- Lead strategic account planning, customer relationship development, and pipeline management to identify, qualify, and close opportunities while retaining and expanding revenue.
- Develop account plans, including account profiling and positioning, customer needs analysis, opportunity development, service improvement planning, and long-range account strategies.
- Penetrate assigned target agencies and supporting organizations to uncover longer-term opportunities, and deepen customer relationships to gain strategic positioning and additional business.
- Develop proposals for presentation to customers and coordinate account resources from marketing, pre-sales engineering, and product management.
- Partner with capture, solution engineering, product, and marketing teams to shape requirements, prepare compliant proposals, and negotiate contract terms.
- Manage and grow a significant Salesforce opportunity funnel.
- Articulate telecommunications competitors, industry trends, and technical, contractual, commercial, and management response requirements.
- Travel nationally and internationally to customer facilities and industry events as required.
Benefits
- Comprehensive package featuring health, life, and voluntary lifestyle benefits, plus other perks intended to support physical, mental, emotional, and financial wellbeing.
- Bonus structure may include short-term incentives, long-term incentives, and/or sales compensation.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
