Director, Federal Sales: Air Force and Space Force; 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. Air Force and U.S. Space Force 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. The Opportunity AT&T Global Public Sector is seeking a growth-oriented sales leader to help advance the missions of the U.S. Air Force and U.S. Space Force. This leader will build and execute a portfolio strategy that connects air, space, base, enterprise IT, cyber, data, 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.

• 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 procurements.
• Working knowledge of federal acquisition and funding processes, including the ability to navigate contract vehicles, teaming, capture, proposals, pricing, negotiations, and procurement risk.
• Executive-level communication and presence, with the ability to engage mission, technology, acquisition, and business stakeholders and translate among them.
• Technology fluency and intellectual curiosity. The candidate need not be the deepest engineer, but must be able to learn quickly, ask incisive questions, and lead credible conversations about modern architectures and mission outcomes.
• Strong business and analytical judgment, including pipeline economics, investment trade-offs, pricing, profitability, forecast risk, and resource allocation.
• Ability to lead across a matrix, influence without direct authority, and maintain momentum across long sales cycles and competing priorities.
• Ability to travel regularly for customer, team,…