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Lead Business Development - West (Government)

Oakton, Virginia

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AT&T Global Public Sector is a trusted provider of secure, IP enabled, cloud-based, network solutions and professional services to the Federal Government. We are dedicated to recruiting, developing, and empowering a diverse, high-performing workforce that is passionate about what they do, committed to our shared values, and dedicated to our customers’ mission.

The AT&T Public Sector Solutions (PSS) Business Development, Capture and Proposal (BDC&P) organization supports our Nation’s Civilian and Public Safety and State Local and Education (SLED) agencies, providing, operating, and assuring critical voice, video and collaboration services for the full spectrum of Federal Government operations.

AT&T has an opening for a Business Development Executive to support the AT&T Federal Business Development team, covering Civilian and Public Safety clients, in providing custom solutions to solve the Agency’s needs, requirements, and IT related challenges.

Job Duties/Responsibilities:

The successful candidate will need a clear understanding of the SLED Acquisition Cycle and Processes. He/she will lead business development strategy, customer engagement and opportunity identification and qualification for SLED agencies while working collaboratively with other BD Leads and Capture managers.

The role requires the candidate to have high levels of verbal and written communication skills with an importance and emphasis in organization and efficiencies.


  • Lead business development strategy, customer engagement and opportunity identification/qualification relative to targeted SLED agencies
  • Qualify opportunities based upon company criteria and priorities
  • Identify opportunities through research, third-party market intelligence tools, client and partner networks.
  • Perform Gate Reviews and bid/no-bid decisions
  • Provide market analysis, competitor analysis, gap analysis and teaming advice.
  • Help negotiate with partnership teams and prepare input for NDAs and TAs (working with Legal/Contract teams)
  • Driving partner relationships for potential subcontracting opportunities
  • Formulating or supporting the communication and implementation of an integrated business development, capture and proposal strategy that clearly highlights the company’s value proposition and discriminators, and provides customers a clear and defensible justification for award selection.
  • Establishing value added teaming strategies and competitive pricing structures
  • Developing marketing strategies and providing input into market account plans with Sales/Client Executives (CE)
  • Maintain strong relationship with BD leads and other persons that influence or impact BD leads, include the Sale/CE teams
  • Maintain awareness of bid opportunities and generate new leads for team via GovWin, Bloomberg, or other means as requested
  • Attend events as needed, industry and government functions
  • Attend department events pertaining to clients, team partners and sponsor entertainment activities
  • Create, implement, and manage a yearly sales budget and plan client partner trips, events, activities that will allow for increased AT&T presence and opportunity leads
  • Support and attend client meetings as requested
  • Facilitate all special events as needed
  • Attend weekly BD and CE meetings as necessary
  • 50% travel

Required Qualifications:

  • Bachelor’s Degree in Business Management or a related discipline.
  • 10+ years of hands-on experience in State Sales/Business Development.
  • Understanding of the political structure of State Government and its impact on Agencies.
  • Extensive background developing business focused on IT Services, Lifecycle SW development, cloud solutions, and Health IT focused program support offerings
  • Experience with State budget, investments, and acquisition processes.
  • Ability to think critically, solve problems, and be a strong team player who fosters collaboration.
  • Highly effective in communicating both written and oral information to clients and internal staff
  • A professional appearance and telephone manner, position continually requires demonstrated poise, tact, and diplomacy
  • High level of interpersonal skills to work with both internal and external customers in a professional and proactive manner including the ability to take and apply constructive criticism
  • Demonstrated ability to organize, multitask and produce creative, quality product under tight deadline pressure
  • Mastery knowledge of Microsoft Office applications with emphasis on PowerPoint, Excel, and Teams
  • Must be able to work varied and flexible hours in support of BD team and event needs (i.e. nights, weekends, and holidays)
  • Relevant relationships within the industry
  • US Citizenship

Desired Qualifications:

  • SLED experience especially in a direct sales role.
  • Experience selling services to state governments
  • Experience using political consultants
  • Certifications such as PMP, APMP, etc. are a plus
  • Capture and proposal training such as Shipley, Lohfeld, etc.

Ready to join our team?  Apply today

Job ID 2158266 Date posted 11/29/2021
Apply Now

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