Sales Director (DISA experience)

Plans and directs Government Sales operations focused on DISA Sales. Has primary responsibility for supervision and development of Government Sales Managers. Develops and recommends a comprehensive sales plan regarding area growth, defining market share, opportunities for growth, manpower requirements, and key target accounts. Develops sales forecasts based on DISA focused sales strategy. Influences the development of relationships with customers and maintains contact and rapport with employees, customers, and prospects within assigned areas. Leads and assists as necessary in major sales negotiations.

Lead AT&T group responsible for cross organizational efforts with public relations, marketing, and legislative affairs to develop a territory and technology vertical strategy that includes: Developing an assessment of the budget, spending, and procurements associated with DISA. Evaluate technology vertical markets within telecommunications, network operations, data centers, cyber security, testing and certification, base telecommunications infrastructure, and wireless. Develop, with our marketing department, a campaign that will include: Government publications and periodicals, advertising; and conferences ensuring that we have aligned messages addressing DISA requirements and initiatives. Build relationships with DISA leadership to ensure awareness of AT&T capabilities and initiatives while making sure that we have alignment at the senior levels within DISA and AT&T. Meet with key industry partners building senior level relationships that can be used to target new business within the DISA.
Opportunity identification and assessment: Lead opportunity reviews and decision gates that consist of: 1) identification; 2) qualification; 3) opportunity development; and 4) bid/no bid.

Identify prospective opportunities using relationships with existing AT&T customers, market assessment, industry sources, partners, and customers. Identify mid to long-term agency specific mission requirements which are consistent with AT&T Government Solutions professional services and systems integration strengths and competencies. Qualify prospective opportunities by evaluating past performance, competition, relationships, and incumbents. Develop opportunities by positioning with the customer, assembling a winning approach and team, identifying customer hot buttons, defining the elements to win, and identifying key personnel. Bid/No Bid responsible for making the case to pursue and invest in an opportunity.
Position AT&T capabilities with new prospective customer through frequent customer meetings and targeted messaging. Collaborate with program partners to ensure success. Administrative: Manage sales pipe line and reporting through sales reporting and tracking tool. Forecast monthly sales/Revenue. Report monthly sales results and proof of sales through sales reporting tools.

Requirements:
Required Skills:
Knowledge of DOD and DISA contracts and contracting processes.
Functional and organizational knowledge of DISA.
5 years experience working within DISA as a Government employee or industry partner.
Strong interpersonnal, communications, and writing skills.
Demonstrated leadership skills.
Understanding of sales process
Past sales and/or business development experience with DISA

Desired Skills:
Computer Skills at an advanced level
Ability to use CRM Tools
Past military or civilian service a plus.
Past experience with DISA contract a plus. (i.e. GSM, DGS, Encore, DATS, DREN, and DVSG.

Must be able to obtain Secret level clearance