Director, Federal Sales – Navy and Marine Corps

AT&T

. Set and execute the go-to-market strategy for the assigned Navy and Marine Corps portfolio .

Posted 10/28/2026full-timeUnited StatesLead💰 $141,300 - $211,900 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading complex enterprise technology sales, with a focus on building strategic relationships and executing go-to-market strategies for the Navy and Marine Corps. Proficient in navigating federal acquisition processes and driving revenue growth through effective pipeline management and team leadership.

Highest-signal resume keywords

Go-To-Market StrategyFederal Acquisition KnowledgeExecutive-Level CommunicationPipeline ManagementTeam Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Enterprise Technology SalesCybersecurityCloud SolutionsDigital InfrastructureProfessional ServicesNegotiationPricing StrategyForecastingOpportunity QualificationContract Management

Soft Skills

Coaching TalentAnalytical JudgmentCustomer FocusEthical JudgmentContinuous Learning

Tools & Technologies

CRM SystemsManaged SolutionsMission NetworksZero Trust ArchitecturesEdge Computing

Industry Keywords

NavyMarine CorpsDefense TechnologySystems IntegratorsFederal Go-To-MarketIndefinite-Delivery VehiclesCommercial Solutions OpeningsAcquisition ApproachesCombatant Command StakeholdersNCR-Based Presence

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Set and execute the go-to-market strategy for the assigned Navy and Marine Corps portfolio
Lead, coach, and develop a high-performing sales team
Build pipeline ahead of RFPs by engaging mission, technology, acquisition, contracting, and industry stakeholders
Translate mission challenges into networking, mobility, 5G, edge, cloud, cybersecurity, AI, professional services, and managed solutions
Sponsor strategic pursuits from discovery and shaping through capture, negotiation, award, implementation alignment, and expansion
Develop trusted executive relationships across customer accounts
Orchestrate solution engineering, capture, contracts, legal, finance, delivery, operations, product, marketing, and partner teams
Build partner strategies with systems integrators, OEMs, cloud and security providers, small businesses, and contract vehicle holders
Own qualified pipeline, funnel conversion, bookings, revenue, margin, forecast accuracy, account health, and CRM discipline
Establish a culture of customer mission focus, accountability, inclusion, ethical judgment, and continuous learning
Improve opportunity velocity, win readiness, partner leverage, repeatable sales plays, and disciplined team execution within 12 months
Engage regularly with Navy and Marine Corps customers across the National Capital Region and Washington, DC, Maryland, and Northern Virginia market

Requirements

What you’ll need

Demonstrated success leading and growing complex enterprise technology, telecommunications, digital infrastructure, cybersecurity, cloud, software, professional services, or mission-solution businesses
Experience leading quota-carrying sellers or cross-functional growth teams, with a record of coaching talent and improving execution
Ability to originate, shape, qualify, and close complex, multi-stakeholder opportunities
Working knowledge of federal acquisition and funding processes, including contract vehicles, teaming, capture, proposals, pricing, negotiations, and procurement risk
Executive-level communication and presence
Technology fluency and intellectual curiosity
Strong business and analytical judgment, including pipeline economics, investment trade-offs, pricing, profitability, forecast risk, and resource allocation
Ability to lead across a matrix and maintain momentum across long sales cycles
Ability to travel regularly
Ability to obtain and maintain required customer access or a U.S. Government security clearance if needed
Preferred: experience supporting or selling into the Department of the Navy, U.S. Navy, U.S. Marine Corps, naval systems commands, warfare centers, PEOs, combatant command stakeholders, and supporting industrial base
Preferred: record of building or transforming a federal go-to-market motion
Preferred: experience partnering with systems integrators, defense technology companies, hyperscalers, OEMs, and small businesses
Preferred: familiarity with mission networks, zero trust, cloud and edge architectures, resilient communications, cybersecurity, data and AI, or managed service operating models
Preferred: experience with complex indefinite-delivery vehicles, task orders, enterprise agreements, Other Transaction Authority, Commercial Solutions Openings, or similar acquisition approaches
Preferred: NCR-based or able to sustain a consistent in-person presence
Bachelor’s or advanced degree, military education, industry credentials, or equivalent practical experience are listed as alternatives; no specific degree is required

Benefits

Comp & perks

Medical/Dental/Vision coverage
401(k) plan
Tuition reimbursement program
Paid Time Off and Holidays (at least 28 days of vacation each year and 9 company designated holidays)
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
Long Term Grants and Deferred Compensation
Commission: $95,000