Director - Sales Federal Navy/USMC (Government)
About The Position
AT&T Global Public Sector - National Security Group is a trusted provider of mission focused connectivity solutions to the US Federal Government with specific focus on National Security, Defense, Homeland and Defense Industrial Base (DIB) customers. The team supports Federal customer missions by providing, operating, and assuring critical network connectivity, mobility, and professional services to support mission capabilities. The Director - Sales Federal for the Department of War portfolios leads sales strategy and execution for Department of War US Navy, USMC & US Army within the Federal business. The role is responsible for driving revenue growth, strengthening pipeline performance, improving forecast accuracy, and ensuring clear ownership of sales outcomes. This leader builds and maintains senior-level customer relationships, coordinates across sales, delivery, operations, and solutions teams, and identifies opportunities to support long-term business growth. The role supports the broader shift in the Federal business toward stronger sales discipline, execution rigor, and measurable results.
Requirements
- 10 years of US Federal sales experience with strong knowledge of the Federal Acquisition Regulation (FAR) procurement process.
- Currently holds or must be eligible for the required Federal customer clearance/access.
- Washington, DC area-based position with required office presence in Chantilly, VA.
Nice To Haves
- Strong knowledge of Department of War customers and agency mission priorities.
- Proficiency in AT&T solution portfolio and/or general technology background.
- Demonstrated success managing large enterprise Federal accounts.
- Proven sales leader with advanced knowledge of sales principles, methodologies, products, and services.
- Demonstrated ability to independently manage large, complex sales opportunities with minimal supervision and broad strategic direction.
- Experience owning and delivering against higher-than-average sales quotas and/or complex territories.
- Strong executive communication, analytical, and problem-solving skills; able to leverage data and experience to drive results.
- Deep understanding of customer mission requirements and alignment to AT&T and partner solutions.
- Ability to coach, train, and mentor sales professionals, driving skill development and performance improvement.
- Recognized subject matter expert in technical and solution-based selling, including proposals, presentations, bids, pricing, strategic sales plans, and integrated solutions.
- Master’s / Bachelor’s degree (BS/BA) or 10+ years of related sales experience.
Responsibilities
- Lead, coach, and develop a high-performing sales team and culture, providing ongoing guidance, feedback, training, and performance optimization.
- Develop and execute account and sales strategies to drive new revenue, expand existing accounts, and increase market share.
- Build and maintain strategic trusted relationships with executive-level Federal customers; lead negotiations and resolve complex customer issues.
- Manage a portfolio of complex accounts, ensuring profitable growth, long-term customer success, and clear ownership of measurable sales outcomes.
- Drive and manage the full sales lifecycle across products and solutions, including wireline, wireless, advanced networking, security, cloud, AI, and emerging technology solutions.
- Build, qualify, and manage a robust sales pipeline in partnership with internal organizations; ensure regular pipeline/funnel reviews with stakeholders.
- Own Salesforce hygiene, forecasting accuracy, monthly financial reporting, net new sales, and revenue performance for the assigned portfolio.
- Allocate and manage sales territories to ensure optimal coverage and opportunity capture.
- Prepare business cases and proposals; demonstrate strong understanding of financial impacts and customer commitments.
- Partner cross-functionally across sales, delivery, operations, solutions, finance, and market teams to ensure coordinated account management and execution.
- Apply consultative and strategic selling practices to understand customer mission needs and deliver mission-aligned solutions.
- Stay current on products, services, customer priorities, competitor activity, and market trends to effectively position AT&T solutions and guide the team.
Benefits
- Medical/Dental/Vision coverage
- 401(k) plan
- Tuition reimbursement program
- Paid Time Off and Holidays (based on data of hire, at least 28 days of vacation each year and 9 company designated holidays)
- Paid Parental Leave
- Paid Caregiver Leave
- Additional sick leave beyond what state and local law require may be available but is unprotected
- Adoption Reimbursement
- Disability Benefits (short term and long term)
- Life and Accidental Death Insurance
- Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
- Employee Assistance Programs (EAP)
- Extensive employee wellness programs
- Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone
- Long Term Grants and Deferred Compensation
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What This Job Offers
Job Type
Full-time
Career Level
Director
