Sales Manager III (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. 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 specific to our EIS portfolio, 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 solutions to support enterprise and mission outcomes through our EIS contract vehicle and others. Success in this role requires strong federal sales experience including voice and data solutions, knowledge of federal contracting and specifically EIS, 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.
Nice To Haves
- Strong knowledge of DHS customer and / or EIS Contract vehicle and / or Telecommunications solutions.
- Proficiency in AT&T solution portfolio and/or general technology background with knowledge of sales process from opportunity identification to order and billing.
- 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 8+ 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 – predominantly focused on EIS contract growth.
- Develop and execute account and sales strategies to drive new revenue, expand existing accounts, and increase market share via EIS and other contracts for voice, data and value added services.
- 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.
- Responsible for ensuring all opportunity to quote or order and billing lifecycle is managed by CSEs and business partners.
- 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, sales support and delivery is managed with excellence.
- 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 wireline phone
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What This Job Offers
Job Type
Full-time
Career Level
Senior
