Lead Client Solutions Executive IV (Government)

AT&T • Chantilly, VA

8d • $122,000 - $183,000 • Onsite

About The Position

This is a sales and customer facing position; office presence of 1 day per week in location posted. AT&T Global Public Sector – Federal Defense and Homeland is a trusted provider of mission focused connectivity solutions to Federal Government with specific focus on Defense, Homeland and Defense Industrial Base (DIB) customers. Our team supports Department of Homeland Security (DHS) agencies by providing, operating, and assuring critical network connectivity, mobility (including FirstNet), and professional services in support of full spectrum of mission requirements. Overall Purpose: Drive revenue growth by strategically managing Federal Government client relationships, generating new and existing sales, and delivering AT&T products, services, and/or solutions to address customers’ strategic business priorities. Job Duties/Responsibilities: Client Solution Executive (CSE4) is a senior sales lead focused on selling products and services to the Department of Homeland Security (DHS). Responsibilities include developing strategic account plans, managing complex sales cycles with multiple federal stakeholders, and building relationships with key DHS customers, as well as with potential teaming partners. The role requires experience in federal contracting and sales, understanding of complex technology solutions, and a proven track record of meeting and exceeding sales quotas. Key Roles and Responsibilities: Typical tasks may include, but are not limited to, the following: Client Relationship and Account Management: Identify, build, and maintain long-term client relationships in the DHS segment. Understand customer needs, utilize consultative skills to build sales pipeline and drive to wins while ensuring satisfaction and loyalty. Ability to have executive C level discussions and prepare presentations. Sales Strategy and Revenue Growth: Develop and implement effective sales strategies to generate new opportunities in the mission area of DHS with intense focus on proserve and value-added services, meeting, or exceeding revenue targets. Market and Trend Analysis: Stay informed about market trends, competitors, and industry developments to identify sales opportunities and maintain a competitive edge. RFP response Management: Support development and submission of detailed responses to Requests for Proposals (RFPs), ensuring alignment with client needs and company capabilities. Customer Support and Dispute Resolution: Support resolution of customer disputes and accounts discrepancies, providing effective solutions to billing, installation, and other customer issues. Collaboration: Highly motivated self-starter capable of working collaboratively within AT&T, vendor, and system integrator partner communities to fulfill customer requirements. Federal Experience: Must possess sales experience and knowledge of Federal Government customers and contract vehicles. Occasional travel may be required. Consulting: Identifies key trends and customer needs, leverages industry knowledge/applications, utilizes consultative skills to close sales for assigned accounts in accordance with company policy, procedures, and culture. Pipeline Growth, Management & forecasting: Responsible for maintaining Salesforce updates for designated customer pipeline on a weekly basis and monthly financial reporting with focus on net new sales and monthly revenue forecasting.

Requirements

• Senior sales lead with advanced understanding of sales principles, practices, products, and services.
• Manages large, complex sales with minimal supervision.
• Able to work independently when provided with broad objectives.
• Responsible for higher-than-average sales quota or territory.
• Demonstrates effective communication, advanced data analysis, leverages extensive experience, and problem-solving skills.
• Develop deep understanding of customer requirements and alignment to AT&T and / or partner products and solutions, lead training, and mentor colleagues.
• Provides subject matter expertise on technical sales issues; advising customers on suitability of products based on technical needs; preparing proposals/presentations/bids, including developing pricing/strategic plans and proposed solutions/sales; researching/developing solutions with AT&T external partners, including design/engineering; researching customer business/industry to identify new sales opportunities.
• 7-10 years’ experience with Federal Government Customers and the FAR.
• Washington, DC area-based position with required office presence in Chantilly VA.
• Required Clearance: GSA Public Trust (clearable)

Nice To Haves

• Bachelor’s degree (BS/BA) desired.
• 8+ years of related sales experience.
• GSA Public Trust clearance with ability to secure a Secret/Top Secret clearance and / or DoW clearance.

Responsibilities

• Client Relationship and Account Management: Identify, build, and maintain long-term client relationships in the DHS segment. Understand customer needs, utilize consultative skills to build sales pipeline and drive to wins while ensuring satisfaction and loyalty. Ability to have executive C level discussions and prepare presentations.
• Sales Strategy and Revenue Growth: Develop and implement effective sales strategies to generate new opportunities in the mission area of DHS with intense focus on proserve and value-added services, meeting, or exceeding revenue targets.
• Market and Trend Analysis: Stay informed about market trends, competitors, and industry developments to identify sales opportunities and maintain a competitive edge.
• RFP response Management: Support development and submission of detailed responses to Requests for Proposals (RFPs), ensuring alignment with client needs and company capabilities.
• Customer Support and Dispute Resolution: Support resolution of customer disputes and accounts discrepancies, providing effective solutions to billing, installation, and other customer issues.
• Collaboration: Highly motivated self-starter capable of working collaboratively within AT&T, vendor, and system integrator partner communities to fulfill customer requirements.
• Federal Experience: Must possess sales experience and knowledge of Federal Government customers and contract vehicles. Occasional travel may be required.
• Consulting: Identifies key trends and customer needs, leverages industry knowledge/applications, utilizes consultative skills to close sales for assigned accounts in accordance with company policy, procedures, and culture.
• Pipeline Growth, Management & forecasting: Responsible for maintaining Salesforce updates for designated customer pipeline on a weekly basis and monthly financial reporting with focus on net new sales and monthly revenue forecasting.

Benefits

• Medical/Dental/Vision coverage
• 401(k) plan
• Tuition reimbursement program
• Paid Time Off and Holidays (based on date of hire, at least 23 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees