AVP, National Security Group - Department of Defense (DoD) - Government

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.
• 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.

Requirements

• 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 practica

Benefits

Additional Information

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.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at att? Share your experience