Sales Manager III (Government)

This is a sales and customer facing position, no office requirement.

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.

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

The DHS Sales Manager serves as a trusted advisor and customer advocate, promoting innovative AT&T technologies—including FutureG, Direct‑to‑Device, IoT, and AI—to support mission outcomes. Success in this role requires strong federal sales experience, knowledge of federal contracting and sales methodologies, the ability to manage complex technology solutions, and a proven record of exceeding sales targets through collaboration with customers, partners, and internal stakeholders.

Job Duties/Responsibilities:

• Lead, coach, and develop a high‑performing sales team & culture, providing ongoing guidance, feedback, training and performance optimization.

• Implement regular account reviews, sales plan coaching sessions and performance reviews to foster a high-performance sales culture.

• Develop and execute account and sales strategies to drive new revenue, expand existing accounts, and increase market share.

• Build and maintain key strategic and trusted relationships with executive-level customers; executive‑level customers; lead negotiations and resolve complex customer issues.

• Manage a portfolio of complex accounts, ensuring profitable growth and long‑term customer success.

• Drive and manage the full sales lifecycle across products and solutions, including Wireline and Wireless.

• Build, qualify, and manage a robust sales pipeline in partnership with internal partner organizations. Ensure regular pipeline funnel reviews with all stakeholders.

• Responsible for managing team’s overall Salesforce hygiene for designated customer pipeline on a weekly basis as well as monthly financial reporting with focus on net new sales and revenue forecasting.

• Allocate and manage sales territories to ensure optimal coverage and opportunity capture.

• Prepare business cases and proposals; demonstrate strong understanding of financial impacts and commitments.

• Partner cross‑functionally and across markets to ensure coordinated, enterprise‑wide account management.

• Apply consultative and strategic selling practices to understand customer needs and deliver mission‑aligned solutions.

• Stay current on products, services, and market trends to effectively position solutions and guide the sales team.

• Serve as escalation point for customer issues and ensure timely, effective resolution.

Required Clearance:

DHS EoD Eligible (#clearable)

Additional Clearance Requirements:

DHS EOD Eligible / DOW equivalent

Required Qualifications:

• 6–8 years of US Federal sales experience, strong knowledge of the Federal Acquisition Regulation (FAR) procurement process

• Currently holds or must be eligible for DHS Public Trust / EoD and/or DoW Secret/Top Secret security clearance.

• Washington, DC area–based position with required office presence in Chantilly, VA.

Desired Qualifications

• Strong knowledge of DHS customer.

• Proficiency in AT&T solution portfolio and/or general technology background.

• Demonstrated success managing large enterprise Federal accounts.

• Proven sales leader with advanced knowledge of sales principles, methodologies, products, and services.

• Demonstrated ability to independently manage large, complex sales opportunities with minimal supervision and broad strategic direction.

• Experience owning and delivering against higher‑than‑average sales quotas and/or complex territories.

• Strong executive communication (written / verbal including PowerPoint presentations), analytical, and problem‑solving skills; ability to leverage data and experience to drive results.

• Deep understanding of customer mission requirements and alignment to AT&T and partner solutions.

• Ability to coach, train, and mentor sales professionals, driving skill development and performance improvement.

• Recognized subject matter expert in technical and solution‑based selling, including:

  • Advising customers on solution suitability based on technical and mission needs

  • Developing proposals, presentations, bids, pricing, and strategic sales plans

  • Collaborating with internal and external partners (e.g., engineering, design, solution teams) to develop integrated solutions

  • Researching customer industries and environments to identify new growth opportunities

• Masters / Bachelor’s degree (BS/BA) or 10+ years of related sales experience.

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.