Lead cross organizational efforts with public relations, marketing, and legislative affairs to develop a territory and
technology vertical strategy that includes:
o Developing an assessment of the budget, spending, and procurements associated with Department of Defense (Air
Force).
o Evaluate technology vertical markets within telecommunications, network operations, data centers, cyber security,
testing and certification, base telecommunications infrastructure, and wireless.
o Develop, with our marketing department, a campaign that will include: Government publications and periodicals,
? 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 within DoD and AT&T.
? Meet with key industry partners building senior level relationships that can be used to target new business
within the Air Force. Support advertising and conferences ensuring that we have aligned messages addressing DoD
requirements and initiatives. ?
Lead opportunity reviews and decision gates that consist of: 1) identification; 2) qualification; 3) opportunity development;
and 4) bid/no bid.
o Identify prospective opportunities using relationships with existing AT&T customers, market assessment, industry
sources, partners, and customers.
o Identify mid to long-term agency specific mission requirements which are consistent with AT&T Government
Solutions professional services and systems integration strengths and competencies.
o Qualify prospective opportunities by evaluating past performance, competition, relationships, and incumbents.
o Develop opportunities by positioning with the customer, assembling a winning approach and team, identifying
customer hot buttons, defining the elements to win, and identifying key personnel.
o Bid/No Bid responsible for making the case to pursue and invest in an opportunity.
? Position AT&T capabilities with new prospective customer through frequent customer meetings and targeted
messaging.
? Collaborate with program partners to ensure success.
? Keep senior leadership of AGS appropriately informed and engaged as opportunities move through the selling
and approval cycle
Administrative
? 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.
Required Skills:
1) Past Air Force services
2) Past telecom sales or engineering experience Preferred with the AF.
3) Knowledge of Air Force networks
4) Knowledge of Air Force PEO EIS or A6
5) Past selling experience either in a BD, Sales, sales engineer at least 5 years experience
US Citizenship and ability to obtain security clearance
