Director, Federal Sales: Navy and Marine Corps; Government

This is a full-time onsite role based in the location(s) posted and is performed from the designated work location one day per week. No relocation is offered.

Portfolio: Department of War, U.S. Navy and U.S. Marine Corps

Preferred location: National Capital Region, with regular customer engagement in the Washington, DC, Maryland, and Northern Virginia market.

Work model: Hybrid and customer-facing. The successful leader will establish the cadence needed to lead the team, engage customers, and advance priority pursuits.

AT&T Global Public Sector is seeking a growth-oriented sales leader to help advance the missions of the U.S. Navy and U.S. Marine Corps. This leader will build and execute a portfolio strategy that connects fleet, force, installation, enterprise IT, cyber, logistics, and modernization priorities with secure, resilient communications and technology solutions.

This is not a role for waiting on released solicitations. The leader will help the team see around corners, create qualified demand, shape acquisition pathways, and bring the full strength of AT&T and its partner ecosystem to complex mission problems. The role combines people leadership, executive customer engagement, portfolio strategy, capture discipline, and direct accountability for growth.

• Set and execute the go-to-market strategy for the assigned portfolio, including priority missions, accounts, use cases, partners, contract pathways, and investment choices.
• Lead, coach, and develop a high-performing sales team. Establish clear standards for account planning, opportunity creation, customer coverage, qualification, forecast integrity, and follow-through.
• Build pipeline ahead of the RFP by engaging mission owners, CIO and CTO organizations, acquisition leaders, contracting officials, technical authorities, and industry partners before requirements are fixed.
• Translate mission and operational challenges into outcome-based solutions spanning advanced networking, mobility and 5G, edge, cloud connectivity, cybersecurity, AI-enabled operations, professional services, and managed solutions.
• Personally sponsor the most strategic pursuits, from discovery and shaping through capture, negotiation, award, implementation alignment, and expansion.
• Develop trusted executive relationships and multithread accounts beyond a single customer, program, contract, or technology domain.
• Orchestrate solution engineering, capture, contracts, legal, finance, delivery, operations, product, marketing, and partner teams in a highly matrixed environment.
• Build a partner strategy across systems integrators, OEMs, cloud and security providers, small businesses, and contract vehicle holders to improve access, differentiation, and win probability.
• Own business performance, including qualified pipeline, funnel conversion, bookings, revenue, margin, forecast accuracy, account health, and CRM discipline.
• Create a culture that values customer mission, curiosity, speed, accountability, ethical judgment, inclusion, and continuous learning.
• Within 12 months: increased opportunity velocity and win readiness, stronger partner leverage, repeatable sales plays, and a team operating with clear ownership and disciplined execution.

• Demonstrated success leading and growing complex enterprise technology, telecommunications, digital infrastructure, cybersecurity, cloud, software, professional services, or mission-solution businesses.
• Experience leading quota-carrying sellers or cross-functional growth teams, with a record of coaching talent and improving execution.
• Ability to originate, shape, qualify, and close complex, multi-stakeholder opportunities rather than relying only on established relationships or released…