AVP, National Security Group – Department of Defense, Government

AT&T

AVP leading the growth strategy for AT&T’s Department of Defense business. Overseeing capture, sales, and operational execution for key DoD opportunities in the market.

Posted 5/8/2026full-timeChantilly • Virginia • 🇺🇸 United StatesLead💰 $210,600 - $316,000 per yearWebsite

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

business developmentcapture managementstrategic account growthpipeline creationopportunity qualificationproposal governancecomplianceforecast accuracyrisk managementperformance reporting

Soft Skills

leadershiprelationship buildingcoachinginfluencingprioritizationdelegationoperational executionteam managementcommunicationexecution excellence

Certifications

federal top secret security clearance