AVP, National Security Group – DoD

Responsibilities

• Own and execute the DoD market growth strategy using a lane-based coverage model, including annual operating plan, pipeline targets, and multi-year account roadmaps.
• Guide capture and business development for priority DoD opportunities (IDIQ/BPA/task orders and standalone awards), shaping requirements early and improving win probability through disciplined capture management.
• Build and sustain executive relationships with senior government decision makers, program offices, contracting activities, and integrators; represent AT&T in customer engagements and industry forums.
• Partner with solutioning, product, and engineering teams to deliver differentiated offers that map to customer mission outcomes.
• Drive operational execution across the portfolio: forecasts, pricing discipline, margin management, resource allocation, risk management, and performance reporting.
• Set priorities and run a recurring operating cadence (weekly pipeline reviews plus monthly executive customer plan reviews).
• Ensure compliance with federal contracting requirements, security requirements, and internal governance (contracts, legal, export controls as applicable, and delivery readiness).
• Develop and lead high-performing teams in a matrixed environment; coach frontline leaders on account planning, customer engagement, and execution excellence.
• Build and manage a partner ecosystem to expand reach and strengthen proposals.

• 10+ years of progressive leadership experience in federal market development, capture, sales, or program/account leadership, with significant responsibility across multiple DoD components/services.
• Demonstrated success developing and executing strategic account growth plans, including pipeline creation, opportunity qualification, capture plans, and win/loss learning.
• Experience designing and operating a coverage model (e.g., lane leads/sub-portfolios), including setting priorities, delegating effectively, and driving a consistent operating rhythm across lanes.
• Fluency in federal acquisition and contracting (e.g., FAR/DFARS concepts), proposal governance, and deal shaping; ability to partner effectively with contracts, pricing, and legal teams.
• Proven ability to lead large, matrixed teams and influence across complex organizations to drive outcomes on aggressive timelines.
• Strong operational leadership with a focus on delivery readiness, compliance, forecast accuracy, and measurable results.
• Holds an active federal top secret security clearance.

• Federal top secret security clearance.