Sales Manager II (Government)

AT&T•Chantilly, VA

33d•Onsite

About The Position

This position requires office presence of a minimum of 2 days per week and is only located in the location(s) posted. 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. Our team supports the Department of Homeland Security (DHS) components by providing, operating, and assuring critical network connectivity, mobility (including FirstNet), and professional services to support the full spectrum of mission capabilities. The DHS Sales Manager is a critical senior sales leadership role within AT&T Public Sector’s National Security Group, responsible for leading a portfolio of Department of Homeland Security (DHS) customers and a team of Client Solution Executives to drive revenue growth and customer success. This role develops and executes account and portfolio strategies, builds and maintains executive‑level customer relationships, and manages a robust pipeline of complex Voice, Data, and Value‑Added Services opportunities. The DHS Sales Manager serves as a trusted advisor and customer advocate, promoting innovative AT&T technologies—including FutureG, Direct‑to‑Device, IoT, and AI—to support mission outcomes. Success in this role requires strong federal sales experience, knowledge of federal contracting and sales methodologies, the ability to manage complex technology solutions, and a proven record of exceeding sales targets through collaboration with customers, partners, and internal stakeholders.

Requirements

6–8 years of US Federal sales experience, strong knowledge of the Federal Acquisition Regulation (FAR) procurement process
Currently holds or must be eligible for DHS Public Trust / EoD and/or DoW Secret/Top Secret security clearance.
Washington, DC area–based position with required office presence in Chantilly, VA.
DHS EoD Eligible (#clearable)
DHS EOD Eligible / DOW equivalent

Nice To Haves

Strong knowledge of DHS customer.
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 (written / verbal including PowerPoint presentations), analytical, and problem‑solving skills; ability 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:
Advising customers on solution suitability based on technical and mission needs
Developing proposals, presentations, bids, pricing, and strategic sales plans
Collaborating with internal and external partners (e.g., engineering, design, solution teams) to develop integrated solutions
Researching customer industries and environments to identify new growth opportunities
Masters / Bachelor’s degree (BS/BA) or 10+ years of related sales experience.

Responsibilities

Lead, coach, and develop a high‑performing sales team & culture, providing ongoing guidance, feedback, training and performance optimization.
Implement regular account reviews, sales plan coaching sessions and performance reviews to foster a high-performance sales culture.
Develop and execute account and sales strategies to drive new revenue, expand existing accounts, and increase market share.
Build and maintain key strategic and trusted relationships with executive-level customers; executive‑level customers; lead negotiations and resolve complex customer issues.
Manage a portfolio of complex accounts, ensuring profitable growth and long‑term customer success.
Drive and manage the full sales lifecycle across products and solutions, including Wireline and Wireless.
Build, qualify, and manage a robust sales pipeline in partnership with internal partner organizations.
Ensure regular pipeline funnel reviews with all stakeholders.
Responsible for managing team’s overall Salesforce hygiene for designated customer pipeline on a weekly basis as well as monthly financial reporting with focus on net new sales and revenue forecasting.
Allocate and manage sales territories to ensure optimal coverage and opportunity capture.
Prepare business cases and proposals; demonstrate strong understanding of financial impacts and commitments.
Partner cross‑functionally and across markets to ensure coordinated, enterprise‑wide account management.
Apply consultative and strategic selling practices to understand customer needs and deliver mission‑aligned solutions.
Stay current on products, services, and market trends to effectively position solutions and guide the sales team.
Serve as escalation point for customer issues and ensure timely, effective resolution.

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