Senior Director Strategic Sales - Public Sector
About The Position
The Senior Director of Sales – Public Sector Strategic leads and accelerates revenue growth across Lumen’s most strategic Public Sector customer portfolio. The role owns sales strategy, execution, customer relationships, and business performance across assigned strategic segments, which may include Department of War, Intelligence, and other Strategic Investment Portfolios within Lumen’s Public Sector Segment. Operating in highly regulated and complex Public Sector environments, this executive leader applies expertise in government procurement, acquisition frameworks, funding mechanisms, customer mission priorities, and multi-stakeholder decision-making. The Senior Director guides strategy and execution across sophisticated customer ecosystems, translating customer, technology, compliance, and procurement requirements into measurable business outcomes. They act as a senior executive partner to customers navigating technology modernization, network transformation, cybersecurity, cloud, and mission-critical connectivity needs. The role works closely with Public Sector leadership and teams across business development and capture, solution engineering and architecture, product management, customer success, operations, marketing, public policy, finance, legal, and delivery. The leader develops differentiated, outcome-based solutions that advance customer missions while supporting sustainable, profitable growth aligned with Lumen’s strategic objectives.
Requirements
- Active Top Secret clearance with the ability to maintain eligibility.
- Bachelor’s degree or equivalent experience.
- 10+ years of sales and business development experience in telecommunications, technology, networking, cybersecurity, cloud, or related industries.
- Experience identifying, qualifying, and shaping Public Sector opportunities before solicitation release, including opportunities pursued through IDIQs, GWACs, BPAs, state contracts, or other government procurement vehicles.
- Proven experience meeting and exceeding quota.
- Demonstrated ability to navigate complex procurement environments, including RFPs, contract vehicles, competitive bid processes, and multi-year purchasing cycles.
- Experience leading teams that support complex customer environments with diverse stakeholders, governance structures, regulatory requirements, and mission-critical objectives.
- Experience fostering cabinet-level agency and/or Department of War relationships, with demonstrated success selling complex mission solutions.
- Significant experience selling to government or Public Sector customers.
- Strong understanding of government procurement, contracting, and buying processes.
- Experience with large government contract vehicles and channel or partner ecosystems.
- Experience leading geographically distributed teams and large strategic portfolios.
- Demonstrated success leading complex enterprise organizations.
- Proven track record of achieving revenue and growth objectives.
- Experience managing executive-level customer relationships and complex sales cycles.
- Strong executive presence and ability to influence across a complex matrixed organization.
- Demonstrated ability to lead, coach, and develop high-performing sales teams.
Responsibilities
- Create, orchestrate, and execute multi-year growth strategies for Lumen’s most important Public Sector customers, leading the transition from product-centric selling to outcome-based, platform-led solutions.
- Lead strategic account planning, executive engagement, ecosystem alignment, and long-term customer value creation across critical Public Sector relationships.
- Own account plans across the assigned portfolio, including growth strategies, executive engagement plans, whitespace identification, competitive displacement strategies, and modernization roadmaps.
- Develop partnerships with system integrators, OEMs, cloud providers, and strategic alliance partners to expand market access and create differentiated solutions.
- Champion cross-functional selling, data-driven decision-making, customer-centricity, and modern sales practices.
- Develop and execute sales strategies for assigned Public Sector segments to expand existing relationships, win new business, and increase market penetration.
- Manage pipeline, opportunity progression, forecast accuracy, and execution discipline to achieve revenue, bookings, and profitability objectives.
- Coordinate with engineering, business development and capture, marketing, product, operations, public policy, and legal teams to ensure account strategies are supported, resourced, and aligned with Lumen’s strategic direction.
- Build trusted relationships and executive alignment with senior government executives, agency leaders, procurement officials, and other decision-makers.
- Lead complex, multi-year sales pursuits involving multiple stakeholders, business units, contract vehicles, and partners.
- Identify market trends, customer priorities, competitive dynamics, and emerging government technology requirements to inform sales strategy.
- Establish an operating cadence for pipeline generation, opportunity progression, forecasting, and performance management.
- Partner with solution architecture and technical teams to translate customer mission requirements into differentiated Lumen solutions.
- Recruit, coach, and develop sales leaders and sellers, fostering accountability, collaboration, and customer focus.
- Ensure sales activities comply with Lumen policies, government contracting requirements, and applicable regulatory and ethical standards.
Benefits
- Comprehensive package featuring health, life, and voluntary lifestyle benefits, plus other perks supporting physical, mental, emotional, and financial wellbeing.
- Bonus structure may include short-term incentives, long-term incentives, and/or sales compensation.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
