This position requires office presence of a minimum of 5 days per week and is only located in the location(s) posted. No relocation is offered
AT&T will not hire any applicants for this position who require employer sponsorship now or in the future.
AT&T is seeking a high-impact executive to serve as AVP, National Security Group — Department of Defense. This role is accountable for driving strategic growth and operational execution across AT&T’s Department of Defense portfolio—developing and winning new business, expanding share in existing programs, and aligning resources to deliver measurable mission outcomes. This leader will oversee a matrixed team spanning capture, sales, solutioning, program execution, and partner management, and will align cross-functional resources (product, legal, pricing, contracts, security, delivery) in complex, compliance-driven environments. Success requires strong defense acquisition fluency, executive presence with senior government stakeholders, and the ability to translate mission needs into differentiated communications, networking, mobility, edge/5G, and managed services solutions.
Key Responsibilities
- Own and execute the DoD market growth strategy using a lane-based coverage model (Air Force & Space Force; Navy & Marine Corps; Army; DISA/Fourth Estate/Joint), including annual operating plan, pipeline targets, and multi-year account roadmaps.
- Guide capture and business development for priority DoD opportunities (IDIQ/BPA/task orders and standalone awards), shaping requirements early and improving win probability through disciplined capture management.
- Build and sustain executive relationships with senior government decision makers, program offices, contracting activities, and integrators; represent AT&T in customer engagements and industry forums.
- Partner with solutioning, product, and engineering teams to deliver differentiated offers (e.g., secure networking, mobility, managed services, edge/5G, zero trust alignment) that map to customer mission outcomes.
- Drive operational execution across the portfolio: forecasts, pricing discipline, margin management, resource allocation, risk management, and performance reporting.
- Sets priorities and runs a recurring operating cadence (weekly pipeline reviews + monthly executive customer plan reviews), Ensure compliance with federal contracting requirements, security requirements, and internal governance (contracts, legal, export controls as applicable, and delivery readiness).
- Develop and lead high-performing teams in a matrixed environment; coach frontline leaders on account planning, customer engagement, and execution excellence.
- Build and manage a partner ecosystem (OEMs, primes, SDVOSB/8(a)/other small businesses, and integrators) to expand reach and strengthen proposals.
- Provide targeted market support as required (e.g., selected pursuits, customer engagements, and partner teaming), aligned to enterprise priorities.
Required Qualifications
- 10+ years of progressive leadership experience in federal market development, capture, sales, or program/account leadership, with significant responsibility across multiple DoD components/services.
- Demonstrated success developing and executing strategic account growth plans, including pipeline creation, opportunity qualification, capture plans, and win/loss learning.
- Experience designing and operating a coverage model (e.g., lane leads/sub-portfolios), including setting priorities, delegating effectively, and driving a consistent operating rhythm across lanes.
- Fluency in federal acquisition and contracting (e.g., FAR/DFARS concepts), proposal governance, and deal shaping; ability to partner effectively with contracts, pricing, and legal teams.
- Proven ability to lead large, matrixed teams and influence across complex organizations to drive outcomes on aggressive timelines.
- Strong operational leadership with a focus on delivery readiness, compliance, forecast accuracy, and measurable results.
- Holds an active federal top secret security clearance.
Preferred Qualifications
- Bachelor’s degree in business, engineering, public policy, information systems, or a related field; advanced degree (MBA/MS) preferred.
- Experience selling and delivering communications/technology solutions in regulated environments (telecom, networking, cybersecurity, managed services, cloud connectivity).
- Prior experience supporting DoD components (e.g., DISA, Services/Combatant Commands, USCYBERCOM ecosystem).
- Experience with partner strategies in the federal ecosystem (primes, SIs, OEMs, commercial and small‑business teaming).
- Experience supporting classified and/or high‑side programs and associated security/compliance expectations.
Key Traits
- Strategic vision: develops multi-year growth strategies grounded in mission needs, competitive dynamics, and executable plays.
- Customer-centered: builds trusted relationships and communicates clearly at the SES/GO/FO level.
- Capture discipline: drives rigor in qualification, win themes, pricing strategy, and proposal readiness.
- Innovative problem solving: Transforms complex requirements into practical, differentiated solutions.
- Intensity & accountability: operates with urgency, owns outcomes, and raises standards for performance.
- Cross-functional influence: aligns stakeholders in a matrix and resolves conflict to keep deals and delivery moving.
What Success Looks Like
- Increased share and footprint across DoD customers through expanded executive relationships, improved customer satisfaction, and stronger partner alignment.
- Year-over-year revenue and margin growth across the portfolio, supported by an increased qualified pipeline and improved win rates on priority captures.
- Improved forecast accuracy, deal governance, and delivery readiness—fewer escalations and faster time-to-value for customers.
- A high-performing engaged team with clear priorities, strong coaching, and effective cross-functional collaboration.
Clearance, Travel & Location
Must have an appropriate U.S. government top secret security clearance and comply with customer site access requirements. Travel within the National Capital Region and customer/partner sites may be required.
Our AVP Market Development earns between $210,600 - $316,000. Not to mention all the other amazing rewards that working at AT&T offers. Individual starting salary within this range may depend on geography, experience, expertise, and education/training.
Benefits
- Medical/Dental/Vision coverage
- 401(k) plan
- Tuition reimbursement program
- Paid Time Off and Holidays (based on date of hire, at least 28 days of vacation each year and 9 company-designated holidays)
- Long Term Grants and Deferred Compensation
- Paid Parental Leave
- Paid Caregiver Leave
- Additional sick leave beyond what state and local law require may be available but is unprotected
- Adoption Reimbursement
- Disability Benefits (short term and long term)
- Life and Accidental Death Insurance
- Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
- Employee Assistance Programs (EAP)
- Extensive employee wellness programs
- Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone
Weekly Hours: 40
Time Type: Regular
Location: Chantilly, Virginia
It is the policy of AT&T to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, AT&T will provide reasonable accommodations for qualified individuals with disabilities.
AT&T is a fair chance employer and does not initiate a background check until an offer is made.
#J-18808-Ljbffr