Senior Director Strategic Sales - Public Sector

The Role

The Main Responsibilities

• Create, orchestrate, and execute multi-year customer growth strategies across Lumen's most important Public Sector customers while leading the transition from product-centric selling to outcome-based, platform-led solutions. 
• This leader serves as the senior executive accountable for strategic account planning, executive engagement, ecosystem alignment, and long-term customer value creation across Lumen's most critical Public Sector relationships. 
• Own strategic account planning across the assigned portfolio, including multi-year customer growth strategies, executive engagement plans, whitespace identification, competitive displacement strategies, and customer modernization roadmaps. 
• Develop and strengthen partnerships with system integrators, OEMs, cloud providers, and strategic alliance partners to expand market access and create differentiated customer solutions 
• Lead organizational transformation by championing cross-functional selling, data-driven decision making, customer-centricity, and the adoption of modern sales practices aligned to Lumen's digital future.  
• Develop and execute a comprehensive sales strategy for assigned Public Sector strategic segments with a focus on expanding existing relationships, winning new business, and furthering market penetration to strengthen Lumen’s position within the Public Sector market. 
• Drive rigorous pipeline management, opportunity progression, forecast accuracy, and execution discipline to achieve revenue, bookings, and profitability objectives. 
• Partner across functions (engineering, BD/Capture, marketing, product, operations, public policy, legal) to ensure account strategies are well-supported, resourced, and aligned to Lumen’s North Star.  
• Build and maintain trusted relationships with senior government executives, agency leaders, procurement officials, and other key decision-makers while driving executive alignment. 
• Lead complex, multi-year sales pursuits involving multiple stakeholders, business units, contract vehicles, and partners. 
• Identify market trends, customer priorities, competitive dynamics, and emerging government technology requirements to inform sales strategy. 
• Establish a disciplined operating cadence around pipeline generation, opportunity progression, forecasting, and performance management. 
• Partner with solution architecture and technical teams to translate customer mission requirements into differentiated Lumen solutions. 
• Recruit, coach, and develop high-performing sales leaders and sellers while establishing a culture of accountability, collaboration, and customer focus. 
• Ensure sales activities comply with Lumen policies, government contracting requirements, and applicable regulatory and ethical standards. 

What We Look For in a Candidate

• Active Top Secret clearance with ability to maintain eligibility required. 
• Bachelor’s degree or equivalent experience. 
• 10+ years of sales and business development experience, within telecommunications, technology, networking, cybersecurity, cloud, or related industries. 
• Experience identifying, qualifying, and shaping Public Sector opportunities prior to solicitation release, including opportunities pursued through IDIQs, GWACs, BPAs, state contracts, or other government procurement vehicles. 
• Proven experience meeting and exceeding quota.  
• Demonstrated ability to navigate complex procurement environments, including RFPs, contract vehicles, competitive bid processes, and multi-year purchasing cycles.  
• Proven experience leading teams that support highly complex customer environments with diverse stakeholder groups, governance structures, regulatory requirements, and mission-critical objectives. 
• Experience strengthening and fostering cabinet-level agency and/or DOW relationships, and have proven success selling complex mission solutions.  
• Significant experience selling to government or Public Sector customers. 
• Strong understanding of government procurement, contracting, and buying processes. 
• Experience with large government contract vehicles and channel/partner ecosystems. 
• Experience leading geographically distributed teams and large strategic portfolios. 
• Demonstrated success leading complex enterprise organizations. 
• Proven track record of achieving revenue and growth objectives. 
• Experience managing executive-level customer relationships and complex sales cycles. 
• Strong executive presence and ability to influence across a complex matrixed organization. 
• Demonstrated ability to lead, coach, and develop high-performing sales teams. 

Compensation

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