This position requires office presence of a minimum of 5 days per week and is only located in the location(s) posted. No relocation is offered
AT&T will not hire any applicants for this position who require employer sponsorship now or in the future.
AT&T is seeking a high-impact executive to serve as AVP, National Security Group - Department of Defense. This role is accountable for driving strategic growth and operational execution across AT&T's Department of Defense portfolio-developing and winning new business, expanding share in existing programs, and aligning resources to deliver measurable mission outcomes. This leader will oversee a matrixed team spanning capture, sales, solutioning, program execution, and partner management, and will align cross-functional resources (product, legal, pricing, contracts, security, delivery) in complex, compliance-driven environments. Success requires strong defense acquisition fluency, executive presence with senior government stakeholders, and the ability to translate mission needs into differentiated communications, networking, mobility, edge/5G, and managed services solutions.
Key Responsibilities
Own and execute the DoD market growth strategy using a lane-based coverage model (Air Force & Space Force; Navy & Marine Corps; Army; DISA/Fourth Estate/Joint), including annual operating plan, pipeline targets, and multi-year account roadmaps.
Guide capture and business development for priority DoD opportunities (IDIQ/BPA/task orders and standalone awards), shaping requirements early and improving win probability through disciplined capture management.
Build and sustain executive relationships with senior government decision makers, program offices, contracting activities, and integrators; represent AT&T in customer engagements and industry forums.
Partner with solutioning, product, and engineering teams to deliver differentiated offers (e.g., secure networking, mobility, managed services, edge/5G, zero trust alignment) that map to customer mission outcomes.
Drive operational execution across the portfolio: forecasts, pricing discipline, margin management, resource allocation, risk management, and performance reporting.
Sets priorities and runs a recurring operating cadence (weekly pipeline reviews + monthly executive customer plan reviews), Ensure compliance with federal contracting requirements, security requirements, and internal governance (contracts, legal, export controls as applicable, and delivery readiness).
Develop and lead high-performing teams in a matrixed environment; coach frontline leaders on account planning, customer engagement, and execution excellence.
Build and manage a partner ecosystem (OEMs, primes, SDVOSB/8(a)/other small businesses, and integrators) to expand reach and strengthen proposals.
Provide targeted market support as required (e.g., selected pursuits, customer engagements, and partner teaming), aligned to enterprise priorities.
Required Qualifications
10+ years of progressive leadership experience in federal market development, capture, sales, or program/account leadership, with significant responsibility across multiple DoD components/services.
Demonstrated success developing and executing strategic account growth plans, including pipeline creation, opportunity qualification, capture plans, and win/loss learning.
Experience designing and operating a coverage model (e.g., lane leads/sub-portfolios), including setting priorities, delegating effectively, and driving a consistent operating rhythm across lanes.
Fluency in federal acquisition and contracting (e.g., FAR/DFARS concepts), proposal governance, and deal shaping; ability to partner effectively with contracts, pricing, and legal teams.
Proven ability to lead large, matrixed teams and influence across complex organizations to drive outcomes on aggressive timelines.
Strong operational leadership with a focus on delivery readiness, compliance, forecast accuracy, and measurable results.
Holds an active federal top secret security clearance.
Preferred Qualifications
Bachelor's degree in business, engineering, public policy, information systems, or a related field; advanced degree (MBA/MS) preferred.
Experience selling and delivering communications/technology solutions in regulated environments (telecom, networking, cybersecurity, managed services, cloud connectivity).
Prior experience supporting DoD components (e.g., DISA, Services/Combatant Commands, USCYBERCOM ecosystem).
Experience with partner strategies in the federal ecosystem (primes, SIs, OEMs, commercial and small-business teaming).
Experience supporting classified and/or high-side programs and associated security/compliance expectations.
Key Traits
Strategic vision: develops multi-year growth strategies grounded in mission needs, competitive dynamics, and executable plays.
Customer-centered: builds trusted relationships and communicates clearly at the SES/GO/FO level.
Capture discipline: drives rigor in qualification, win themes, pricing strategy, and proposal readiness.
Innovative problem solving: Transforms complex requirements into practical, differentiated solutions.
Intensity & accountability: operates with urgency, owns outcomes, and raises standards for performance.
Cross-functional influence: aligns stakeholders in a matrix and resolves conflict to keep deals and delivery moving.
What Success Looks Like
Increased share and footprint across DoD customers through expanded executive relationships, improved customer satisfaction, and stronger partner alignment.
Year-over-year revenue and margin growth across the portfolio, supported by an increased qualified pipeline and improved win rates on priority captures.
Improved forecast accuracy, deal governance, and delivery readiness-fewer escalations and faster time-to-value for customers.
A high-performing engaged team with clear priorities, strong coaching, and effective cross-functional collaboration.
Clearance, Travel & Location
Must have an appropriate U.S. government top secret security clearance and comply with customer site access requirements. Travel within the National Capital Region and customer/partner sites may be required.
Our AVP Market Development earns between $210,600 - $316,000. Not to mention all the other amazing rewards that working at AT&T offers. Individual starting salary within this range may depend on geography, experience, expertise, and education/training.
Joining our team comes with amazing perks and benefits:
Medical/Dental/Vision coverage
401(k) plan
Tuition reimbursement program
Paid Time Off and Holidays (based on date of hire, at least 28 days of vacation each year and 9 company-designated holidays)
Long Term Grants and Deferred Compensation
Paid Parental Leave
Paid Caregiver Leave
Additional sick leave beyond what state and local law require may be available but is unprotected
Adoption Reimbursement
Disability Benefits (short term and long term)
Life and Accidental Death Insurance
Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
Employee Assistance Programs (EAP)
Extensive employee wellness programs
Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone
A career with us, a global leader in communications and technology, comes with big rewards. As part of our team, you will lead transformation surrounded by trailblazing industry leaders like you. You will be empowered to go above and beyond - making a difference through company-sponsored initiatives or connecting and networking through one of our many employee groups. And regardless of where you are in your career trajectory, you will be rewarded by the impact that comes with making a difference in the lives of millions. With AT&T, you will be a part of something greater, do incredible things, and be rewarded with a chance to change the world.
Weekly Hours:
40
Time Type:
Regular
Location:
Chantilly, Virginia
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.
AT&T will consider for employment qualified applicants in a manner consistent with the requirements of federal, state and local laws
We expect employees to be honest, trustworthy, and operate with integrity. Discrimination and all unlawful harassment (including sexual harassment) in employment is not tolerated. We encourage success based on our individual merits and abilities without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability, marital status, citizenship status, military status, protected veteran status or employment status
