Director - Sales Federal DHS; Government

This position requires office presence of a minimum of 3 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. The team supports Federal customer missions by providing, operating, and assuring critical network connectivity, mobility, and professional services to support mission capabilities.

The Director
- Sales Federal for the Department of Homeland Security portfolio leads sales strategy and execution for DHS and its agencies within the Federal business. The role is responsible for driving revenue growth, managing pipeline opportunities, improving forecast accuracy, and ensuring accountability for sales outcomes across assigned DHS accounts. This leader builds and maintains senior-level customer relationships, identifies and advances new business opportunities, and coordinates with delivery, operations, and solutions teams to align customer needs with business execution.

The role strengthens sales discipline through account planning, performance tracking, and clear ownership of measurable results, supporting continued transformation of the Federal business through execution rigor, customer focus, and accountability.

• Lead, coach, and develop a high-performing sales team and culture, providing ongoing guidance, feedback, training, and performance optimization.
• Develop and execute account and sales strategies to drive new revenue, expand existing accounts, and increase market share.
• Build and maintain strategic trusted relationships with executive-level Federal customers; lead negotiations and resolve complex customer issues.
• Manage a portfolio of complex accounts, ensuring profitable growth, long-term customer success, and clear ownership of measurable sales outcomes.
• Drive and manage the full sales lifecycle across products and solutions, including wireline, wireless, advanced networking, security, cloud, AI, and emerging technology solutions.
• Build, qualify, and manage a robust sales pipeline in partnership with internal organizations; ensure regular pipeline/funnel reviews with stakeholders.
• Own Salesforce hygiene, forecasting accuracy, monthly financial reporting, net new sales, and revenue performance for the assigned portfolio.
• Allocate and manage sales territories to ensure optimal coverage and opportunity capture.
• Prepare business cases and proposals; demonstrate strong understanding of financial impacts and customer commitments.
• Partner cross-functionally across sales, delivery, operations, solutions, finance, and market teams to ensure coordinated account management and execution.
• Apply consultative and strategic selling practices to understand customer mission needs and deliver mission-aligned solutions.
• Stay current on products, services, customer priorities, competitor activity, and market trends to effectively position AT&T solutions and guide the team.

DHS Entry on Duty (#clearable)

DoW Secret/TS Preferred (#secret) (#topsecret)

• 10+ years of US Federal sales experience with strong knowledge of the Federal Acquisition Regulation (FAR) procurement process.
• Currently holds or must be eligible for the required Federal customer clearance/access.
• Washington, DC area-based position with required office presence in Chantilly, VA.

• Strong knowledge of DHS customer mission requirements and Federal acquisition priorities.
• 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, analytical, and problem-solving skills;…