Sales Manager III (Government)

AT&T•Chantilly, VA

6d•$122,000 - $183,000•Hybrid

About The Position

AT&T Global Public Sector is a trusted provider of secure, IP enabled, cloud-based, network solutions and professional services to the Federal Government. We are dedicated to recruiting, developing and empowering a diverse, high-performing workforce that is passionate about what they do, committed to our shared values and dedicated to our customers’ mission. The 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 War and Energy components by providing, operating, and assuring critical network connectivity, mobility (including FirstNet), and professional services to support the full spectrum of mission capabilities. The Sales Manager for DISA, 4th Estate Agencies, and the Department of Energy is a critical leadership role within AT&T Public Sector, responsible for managing a team of sales and business development professionals to drive growth and customer success across these federal portfolios. The DISA, 4th Estate, and DOE 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 DoW Secret/Top Secret security clearance.
Washington, DC area–based position with required office presence in Chantilly, VA.
Masters / Bachelor’s degree (BS/BA) or 10+ years of related sales experience.

Nice To Haves

Strong knowledge of DISA, 4TH Estate, DOW customers.
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.

Responsibilities

Lead the team in proactive pipeline development, identifying and advancing high-value opportunities in Voice, Data, AI, security, and advanced networking for DISA, 4th Estate, and DOE.
Build and execute strategic account plans tailored to each agency’s mission, technology, and acquisition priorities—including modernization, cyber resilience, and digital workforce enablement.
Oversee capture activities from early engagement to deal closure, collaborating cross-functionally to deliver innovative AT&T solutions, exceed sales targets, and ensure seamless execution.
Foster executive relationships, represent AT&T at industry events, and use market intelligence and AI-powered tools to enhance forecasting and competitive positioning.
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; 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