Lead cross organizational efforts with public relations, marketing, and legislative affairs to develop a territory and
technology vertical strategy that includes: 1) Developing an assessment of the budget, spending, and procurements
associated with Navy/Marines; 2) Evaluate technology vertical markets within telecommunications, network operations,
data centers, cyber security, testing and certification, and wireless; 3) Develop, with our marketing department, a
campaign that will include: Government publications and periodicals, advertising; and conferences ensuring that we
have aligned messages addressing Navy/Marines requirements and initiatives. 4) Build relationships with Navy/Marines
leadership to ensure awareness of AT&T capabilities and initiatives while making sure that we have alignment at
the senior levels within the Navy/Marines and AT&T. Lead opportunity reviews and decision gates that consist of: 1)
identification; 2) qualification; 3) opportunity development; and 4) bid/no bid. Identify prospective opportunities using
relationships with existing AT&T customers, market assessment, industry sources, partners, and customers. Identify
mid to long-term agency specific mission requirements which are consistent with AT&T Government Solutions services
and systems integration strengths and competencies. Qualify prospective opportunities by evaluating past performance,
competition, relationships, and incumbents 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.
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
opportunities move through the selling and approval cycle. Manage sales pipe line and reporting through sales reporting
and tracking tool, forecast monthly sales, service ordering, revenue planning and tracking, report monthly sales results
and proof of sales through sales reporting tools
Required Skills, Experience, and Education: 1) Knowledge of Navy/Marine IT contracts and contracting processes.;
2) Functional and organizational knowledge of the IT efforts within the Navy/Marines; 2) 3-5 years experience in
telecommunications; 3) Strong interpersonnal, communications, and writing skills ; and 4) Demonstrated leadership skills
Required Clearance: Secret required. Top Secret preferred.
Desired: Understanding of sales and business development process; 2) Past experience using ATT/AGS pricing and
ordering tools; 3) Computer Skills at an advanced level; 4) Ability to use CRM Tools; 4) Past military service or Civil
Service a plus. 5) Past experience with Navy/Marine Contracts.
AT&T - 21 months ago
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