Lumen is the trusted network for the AI‑powered world, connecting people, data, and applications through our expansive fiber network and connected ecosystem. We enable secure, high‑performance connectivity across cloud, edge, and AI workloads for enterprises, governments, and communities.
At Lumen, you'll work on infrastructure customers rely on today and build for what's next, where performance, security, and resilience matter.
This is a high accountability environment where bold ideas drive real innovation for our customers, partners, and industry. The work is challenging, expectations are clear, and trust is built into how we operate. If you're ready to take ownership, deliver meaningful impact, and help shape the future of AI‑ready connectivity, join us today.
The Role
Come join an exciting, energized and highly successful DoD Sales team. Established accounts with multiple contract awards that will provide a great jump-off to be successful. The role is focused on the US Navy customer module, where Lumen holds a number of existing contracts and decades-long relationships.
Account Director II supporting the U.S. Navy responsible for growing and protecting a portfolio of telecommunications and managed services business across established Navy contract vehicles. Leads strategic account planning, customer relationship development, and pipeline management to identify, qualify, and close new opportunities while retaining and expanding existing revenue. Partners with capture, solution engineering, product, and marketing teams to shape requirements, develop compliant proposals, and negotiate contract terms. Brings strong knowledge of Navy acquisition processes and command structures, competitive landscape awareness, and consultative selling skills, with the ability to travel and support clearance requirements as needed.
The Main Responsibilities
The Main Responsibilities
Knowledge of respective ARMYNAVY based acquisition / procurement policies and contract vehicles.
Ability to articulate telecommunications competitors, landscape, and industry trends within the Department of War.
Demonstrated success winning contracts and business in the Federal marketplace required.
Track record of success developing business within specific DoD branches or FedGov agencies.
Familiarity with US Navy commands and command structures. Existing contacts / relationships a plus.
Strategic planning, account management, account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies) and proven contract negotiation skills required.
Training and experience in consultative sales techniques required.
Ability to use Microsoft Word to create, edit, and share routine documents; Microsoft Excel spreadsheet package to organize, tabulate, and analyze data; and Microsoft PowerPoint to develop presentations.
Possess exceptional written/verbal communications skills, presentation skills, organizational time management skills, and display a strong customer-facing, sales and marketing, and presentation skills.
Ability to articulate the requirements for technical, contractual, commercial and management responses.
Self-motivated and driven leader with a sense of urgency to stay in front of strategic opportunities.
Ability to travel nationally & internationally to customer facilities and industry events, as required.
Ability to professionally manage and grow a significant (SalesForce) funnel of opportunities.
Penetrates target agencies/organizations as assigned and other supporting agencies/organizations to uncover longer term opportunities. Broadens and deepens existing customer relationships to gain strategic positioning, retain existing revenue, and attain additional business.
Develops proposals for presentation to customers. Coordinates account resources with representatives from marketing, pre-sales engineering, and product management.
What We Look For in a Candidate
-Knowledge of respective Navy based acquisition / procurement policies and contract vehicles.
-Ability to articulate telecommunications competitors, landscape, and industry trends within the Department of Defense.
-Demonstrated success winning contracts and business in the Federal marketplace required.
-Track record of success developing business within specific DoD branches or FedGov agencies.
-Familiarity with US Navy commands and command structures. Existing contacts / relationships a plus.
-Strategic planning, account management, account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies) and proven contract negotiation skills required.
-Training and experience in consultative sales techniques required.
-Ability to use Microsoft Word to create, edit, and share routine documents; Microsoft Excel spreadsheet package to organize, tabulate, and analyze data; and Microsoft PowerPoint to develop presentations.
-Possess exceptional written/verbal communications skills, presentation skills, organizational time management skills, and display a strong customer-facing, sales and marketing, and presentation skills.
-Ability to articulate the requirements for technical, contractual, commercial and management responses.
-Self-motivated and driven leader with a sense of urgency to stay in front of strategic opportunities.
-Ability to travel nationally & internationally to customer facilities and industry events, as required.
-Ability to professionally manage and grow a significant (SalesForce) funnel of opportunities.
-Penetrates target agencies/organizations as assigned and other supporting agencies/organizations to uncover longer term opportunities. Broadens and deepens existing customer relationships to gain strategic positioning, retain existing revenue, and attain additional business.
-Develops proposals for presentation to customers. Coordinates account resources with representatives from marketing, pre-sales engineering, and product management.
-Experience: 7+ years industry specific sales experience.
-Strong background of experience in Contracting with the US Navy.
-Knowledge and understanding of the telecom industry's competitive landscape.
-Experience with Salesforce.com preferred.
-Demonstrated strong communication, written, and formal presentation skills as well as proficiency in selling to the close.
-Requires at least 50% or more of time conducting sales activities outside of the office.
-Candidate must be a US Citizen with ability to obtain a security clearance.
-Must have a valid driver's license have a clean driving record.
-Travel required.
Compensation
This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.
Location Based Pay Ranges:
$107,499 - $143,325 in these states: AL, AR, AZ, FL, GA, IA, ID, IN, KS, KY, LA, ME, MO, MS, MT, ND, NE, NM, OH, OK, PA, SC, SD, TN, UT, VT, WI, WV, and WY.
$112,875 - $150,497 in these states: CO, HI, MI, MN, NC, NH, NV, OR, and RI.
$118,251 - $157,658 in these states: AK, CA, CT, DC, DE, IL, MA, MD, NJ, NY, TX, VA, and WA.
Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.
Learn more about Lumen's:
Benefits (https://jobs.lumen.com/global/en/benefits-statement)
Bonus Structure
Requisition #: 344364
Life at Lumen
Life at Lumen is human and connected, even in a fast moving, AI‑focused organization. We set clear expectations and trust people to meet them. With real support and shared accountability, teams collaborate better, move faster, and deliver meaningful outcomes.
Our Lumen 8 behaviors guide how we interact, make decisions, and work together, shaping a culture built to perform and win.
To learn more about Life at Lumen and how we live the Lumen 8, please visit:
https://jobs.lumen.com/global/en/life-at-lumen
Background Screening
If you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. For more information on these checks, please refer to the Post Offer section of our FAQ page (https://jobs.lumen.com/global/en/faq) . Job-related concerns identified during the background screening may disqualify you from the new position or your current role. Background results will be evaluated on a case-by-case basis.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Equal Employment Opportunities
We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, "protected statuses"). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.
Privacy Notice
Lumen is committed to protecting the privacy and security of personal information collected during the recruitment and hiring process. Our Applicant Privacy Notice explains how we collect, use, disclose, and protect applicant information, as well as how individuals may request access to or deletion of their personal data.
To review Lumen's Global Employment Applicant and Talent Community Privacy Notice, please visit:
https://jobs.lumen.com/global/en/privacy-notice
Disclaimer
The job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions.
In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.
Please be advised that Lumen does not require any form of payment from job applicants during the recruitment process. All legitimate job openings will be posted on our official website or communicated through official company email addresses. If you encounter any job offers that request payment in exchange for employment at Lumen, they are not for employment with us, but may relate to another company with a similar name.
