Lead Client Solutions Executive III (Government)

This position requires office presence of a minimum of 1 day per week and is only located in the location(s) posted.

AT&T Global Public Sector – Federal Defense and Homeland is a trusted provider of mission focused connectivity solutions to Federal Government with specific focus on Defense, Homeland and Defense Industrial Base (DIB) customers. Our team supports Department of Homeland Security (DHS) agencies by providing, operating, and assuring critical network connectivity, mobility (including FirstNet), and professional services in support of full spectrum of mission requirements.  

Job Duties/Responsibilities:

Client Solution Executive (CSE3) is a senior sales lead focused on selling products and services to the Department of Homeland Security (DHS). Responsibilities include developing strategic account plans, managing complex sales cycles with multiple federal stakeholders, and building relationships with key DHS customers, as well as with potential teaming partners. The role requires experience in federal contracting and sales, understanding of complex technology solutions, and a proven track record of meeting and exceeding sales quotas.

Specific job duties are as follows:   

• Client Relationship and Account Management: Identify, build, and maintain long-term client relationships in the DHS segment. Understand customer needs, utilize consultative skills to build sales pipeline and drive to wins while ensuring satisfaction and loyalty.  Ability to have executive C level discussions and prepare presentations.
• Sales Strategy and Revenue Growth: Develop and implement effective sales strategies to generate new opportunities in the mission area of DHS with intense focus on proserve and value-added services, meeting, or exceeding revenue targets.
• Market and Trend Analysis: Stay informed about market trends, competitors, and industry developments to identify sales opportunities and maintain a competitive edge.
• RFP response Management: Support development and submission of detailed responses to Requests for Proposals (RFPs), ensuring alignment with client needs and company capabilities.
• Customer Support and Dispute Resolution: Support resolution of customer disputes and accounts discrepancies, providing effective solutions to billing, installation, and other customer issues.
• Collaboration: Highly motivated self-starter capable of working collaboratively within AT&T, vendor, and system integrator partner communities to fulfill customer requirements.  
• Federal Experience: Must possess sales experience and knowledge of Federal Government customers and contract vehicles. Occasional travel may be required.
• Consulting: Identifies key trends and customer needs, leverages industry knowledge/applications, utilizes consultative skills to close sales for assigned accounts in accordance with company policy, procedures, and culture.
• Pipeline Growth, Management & forecasting: Responsible for maintaining Salesforce updates for designated customer pipeline on a weekly basis and monthly financial reporting with focus on net new sales and monthly revenue forecasting.

Required Clearance:

GSA Public Trust (#clearable) (#publictrust)

Required Qualifications:

• Sales lead with advanced understanding of sales principles, practices, products, and services.
• Manages large, complex sales with minimal supervision. Able to work independently when provided with broad objectives.
• Responsible for higher-than-average sales quota or territory.
• Demonstrates effective communication, advanced data analysis, leverages extensive experience, and problem-solving skills.
• Develop deep understanding of customer requirements and alignment to AT&T and / or partner products and solutions, lead training, and mentor colleagues.
• Provides subject matter expertise on technical sales issues; advising customers on suitability of products based on technical needs; preparing proposals/presentations/bids, including developing pricing/strategic plans and proposed solutions/sales; researching/developing solutions with AT&T external partners, including design/engineering; researching customer business/industry to identify new sales opportunities.
• 6-8 years’ experience with Federal Government Customers and the FAR.
• Washington, DC area-based position with required office presence in Chantilly VA.

Desired Qualifications:

• Bachelor’s degree (BS/BA) desired. 6+ years of related sales experience.
• GSA Public Trust clearance with ability to secure a Secret/Top Secret clearance and / or DoW clearance.

Weekly Hours:

Time Type:

Location:

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.