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

About this role

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.

Key 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.

• 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.

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.

Preferred Qualifications • 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 practical, differentiated solutions.

• Intensity & accountability: operates with urgency, owns outcomes, and raises standards for performance.

• Cross-functional influence: aligns stakeholders in a matrix and resolves conflict to keep deals and delivery moving.

What Success Looks Like • Increased share and footprint across DoD customers through expanded executive relationships, improved customer satisfaction, and stronger partner alignment.

• Year-over-year revenue and margin growth across the portfolio, supported by an increased qualified pipeline and improved win rates on priority captures.

• Improved forecast accuracy, deal governance, and delivery readiness—fewer escalations and faster time-to-value for customers.

• A high-performing engaged team with clear priorities, strong coaching, and effective cross-functional collaboration.

Clearance, Travel & Location Must have an appropriate U.S. government top secret security clearance and

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