Director-Government Business Development

Vienna, VA
Mar 20, 2017
Mar 30, 2017
Full Time
Plans and directs the government business development/capture management organization for the Department of Defense (DOD) Segment (within Global Business Public Sector Solutions). Key Roles and Responsibilities: manage and lead a team centered on strategic customer relationship development and identification of sales opportunities to meet the DOD revenue targets develop detailed opportunity win strategies including teaming partner analysis with focus on increased probability of win engage with government executives and buyers to influence and shape government needs toward AT&T best value positions, products, and servicesdefine and execute customer strategic call plans to ensure consistent messaging by AT&T to highest value customers while also ensuring best knowledge of customer priorities assess strategic opportunities from a business case analysis perspective and define a portfolio of annual opportunities to meet revenue goals develop and maintain a high quality sales funnel for year-over-year growthinitiate annual general new business, new business, and bid & proposal budgets aligned with the sales funnel and balanced with budgetary realities ensure budgets, schedules, and performance standards are realistically set and attained train and manage a diverse work team serving both business development and capture management roles as required mentor and lead the team through opportunity reviews and decision gates (identification, qualification, opportunity development, and bid/no) manage the team with proper balance on tactical deliverables and strategic milestones. The ideal candidate will possess: strong knowledge, understanding, and background of various agencies and components of the Department of Defense; solid background and knowledge of information and communications technology solutions delivered through professional services acquisitions; broad knowledge of specific business, industry, and company capabilities necessary to solve unique and highly complex problems; ability to work complex problems where analysis of situations or data requires an evaluation of intangible factors; excellent collaboration skills to achieve results through direct employees and indirect business partners Bachelors or advanced degree; 10 or more years of experience with government contracting and acquisitions; five or more years of experience in Business Development and Capture Management with a demonstrated track record of success (new wins, growth, and retentions); and demonstrated management and supervisory skills. Desired: Understanding of AT&T products and services; advanced computer skills; experience with CRM toolsets; past experience working in or supporting DOD; experience shepherding (BD/Capture) a successful contract award valued over $50M. 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

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