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Lead - Business Dev (Government)

OAKTON , Virginia

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The candidate will be responsible for identifying, qualifying, capturing, and winning new business in the Department of Defense (DoD) Sector focused on a single uniformed service or Defense Agencies (DISA, DLA, DHA, DCA, etc).  The candidate will work collaboratively with line management, capture, proposal managers, subject matter experts, contracts, procurement, and pricing personnel. The ideal candidate may serve in both Business Development and Capture Management roles from time to time, and should have a strong understanding of the DoD Agencies market and infrastructure Information Technology (IT) solutions.

The position will responsible for: 
1)  Developing an assessment of the budget, spending, and procurements associated within the DoD; 
2) Evaluate technology vertical markets within telecommunications, network operations, data centers/cloud computing, cyber security and mobile solutions; 
3)  Build relationships with DoD leadership to ensure awareness of AT&T capabilities and initiatives while making sure that we have alignment at the senior levels. 

Lead opportunity reviews and decision gates that consist of:  1) identification; 2) qualification; 3) opportunity development; and 4) bid/no bid.  The candidate will identify prospective DoD opportunities using relationships with existing AT&T customers, market assessment, industry sources, partners, and customers.  The candidate will qualify prospective opportunities by evaluating past performance, competition, relationships, and incumbents while positioning with the customer, assembling a winning approach and team, identifying customer hot buttons, defining the elements to win, and identifying key personnel.  The position will keep senior leadership of the DoD Segment appropriately informed and engaged as opportunities move through the selling and approval cycle.  Manage sales pipe line and reporting through sales reporting and tracking tool, forecast monthly sales, report monthly sales results and proof of sales through sales reporting tools



1)  BS or BA Degree; 2)  Knowledge of DoD Agencies organizational structure and their leadership;  3) DoD contracts and contracting processes;  4) Functional and organizational knowledge of key DoD organizations; 5) 10 -15 years experience working within the DoD as a Government employee or industry partner; 6) Knowledgeable in the telecommunication industry to include networking and mobility technologies, 7) Strong interpersonal communications, 8) writing skills; 9) demonstrated leadership skills


Required Clearance: Must be a US. Citizen with the ability to obtain a government clearance with the preference to have a Secret clearance



Desired:Understanding of sales and business development process; 2) Past programmatic experience; 3) Telecommunications, Networking and Computer Skills at an advanced level; 4) Ability to use CRM Tools; 4) Past military service or Civil Service a plus.



AT&T is an Affirmative Action/Equal Opportunity Employer and we are committed to hiring a diverse and talented workforce. EOE/AA/M/F/D/V

Job ID 1835152 Date posted 08/10/2018

I love my career at AT&T.

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AT&T has opened my world to possibilities! AT&T has a career platform that is rich in opportunity. It provides so many areas of interest you have the stay with one company and work in very different and challenging roles throughout your entire career.

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The big corporate environment can make you feel like a number if you let it. You have to take control and drive your career. Get engaged and have a vision for what you see your career as.

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