Account Director Senior - Public Sector Business Development

The Role

The Business Development Account Director is accountable for developing and implementing the overall market penetration and growth strategy. They will work in close cooperation with internal and external teams to develop winning strategies and multiple strategic alternatives to solve customer problems through competitive positioning. Identifies potential teaming partners to enhance Lumen's value proposition.
The Main Responsibilities
The Business Development Account Director will gain a firm comprehension of the customer's requirements, long term objectives, hot buttons, and effectively communicates those goals to the internal Lumen groups, to better meet the eventual SOW’s (including product enhancements, pricing initiatives, and partnerships). They understand the strengths/weaknesses of our competitors in order to create/develop strategies that highlight strengths and mitigate weaknesses. They are actively involved in executing responses to complex and challenging problems.
 

The Main Responsibilities

Actively participate in industry associations, facilitates agency/industry meetings for awareness of best practice solutions, and demonstrates value to Lumen through increased awareness, bid opportunities, and win effectiveness
Contribute to scheduling of meetings for Lumen Executive Leadership with executives at assigned government organizations
Develop and communicate prioritized list of strategic opportunities for target government organizations and briefs senior management on high dollar opportunities
Develops and maintains milestones and metrics for presentation to management that measure the progress of strategic plans, projects, and programs against organizational goals and objectives
Promote and position Lumen services and solutions through direct and indirect existing contracts, new customer contracts, and teaming opportunities
Identifies, qualifies and develops a pipeline of strategic opportunities and growth strategy to achieve annual new business objectives
Leads preparation of initial gate reviews and supports capture and proposal efforts throughout the opportunity lifecycle
Penetrates target agencies/organizations as assigned and other supporting agencies/organizations to uncover longer term opportunities. Broadens and deepens existing customer relationships to gain strategic positioning, retain existing revenue, and attain additional business
Develops proposals for presentation to customers. Coordinates account resources with representatives from marketing, pre-sales engineering, and product management
Establishes trust, rapport and creditability with client organizations senior leadership and operational managers

What We Look For in a Candidate

• Federal telecommunications, carrier, hardware or network services sales/BD experience required within the last 12 months
• 7-10 years experience working within the Federal sector, with a minimum 5 years sales/business development experience calling on government/education organizations required
• Extensive knowledge of wireline telecommunications technologies and recurring revenue business models
• Knowledge of respective acquisition / procurement policies
• Ability to articulate telecommunications competitors, landscape, and industry trends
• Demonstrated success winning contracts and business in the government/education market place required
• Track record of success developing business within specific agencies identified below
• Strategic planning, account management, account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long range account management strategies) and proven contract negotiation skills required
• Training in consultative sales techniques required
• Ability to use Microsoft Word to create, edit, and share routine documents; Microsoft Excel spreadsheet package to organize, tabulate, and analyze data; and Microsoft PowerPoint to develop presentations
• Possess exceptional written/verbal communications skills, presentation skills, organizational time management skills, and display a strong customer-facing, sales and marketing, and presentation skills
• Ability to articulate the requirements for technical, contractual, commercial and management responses
• Self motivated and driven leader with a sense of urgency to stay in front of strategic opportunities.
• Ability to travel nationally & internationally to customer facilities as required
• Ability to obtain security clearance

Compensation

This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors.

Location Based Pay Ranges:

$132,300 - $176,400 in these states: AL, AR, AZ, FL, GA, IA, ID, IN, KS, KY, LA, ME, MO, MS, MT, ND, NE, NM, OH, OK, PA, SC, SD, TN, UT, VT, WI, WV, and WY.
$138,915 - $185,220 in these states: CO, HI, MI, MN, NC, NH, NV, OR, and RI.
$145,530 - $194,040 in these states: AK, CA, CT, DC, DE, IL, MA, MD, NJ, NY, TX, VA, and WA.

Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process.

Learn more about Lumen's:

• Benefits
• Bonus Structure

#Lumen26