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Business Development Manager
Expert level Business Development Manager responsible for independently generating and developing new sales opportunities, using a customer centric strategy focused on relationship building and consultative sales, to deliver AT&T services and solutions that meet a wide variety of IT & Telecommunication services needs of the assigned federal government accounts. Ideal candidate is highly experienced in Federal IT sales and possesses critical Government and industry relationships This includes: 1) Developing an assessment of the budget, spending, and procurement plans associated with the assigned agencies; 2) Evaluate tactical and strategic sales opportunities within agencies for IT & Telecommunication services, to include newer technologies; 3) Become a proactive trusted advisor by building long-term relationships with agency leadership to ensure awareness of AT&T capabilities and initiatives, while making sure that we have alignment at the senior levels within the designated agency and AT&T; 4) Demonstrate and maintain expert knowledge of the entire AT&T product and service line and provide product/services expertise to the most complex accounts, typically those with longer sales cycles or involving newer technologies. The Business Development Manager is responsible for leading 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 customers, market assessment, industry sources, and partners. Identify mid to long-term agency specific requirements which are consistent with AT&T Government Solutions products, services, and solutions integration strengths and competencies. Qualify prospective opportunities by evaluating past performance, competition, relationships, and incumbents. Develop opportunities by proactively positioning with the customer, assembling a winning approach and team, identifying customer hot buttons, defining the elements to win, and identifying key personnel. Position AT&T capabilities with new prospective customer through frequent customer meetings and targeted messaging. Keep senior leadership of AGS appropriately informed and engaged as opportunities move through the selling and approval cycle. Manage sales pipe line and reporting through sales reporting and tracking tool, forecast monthly sales, report monthly sales results and proof of sales through sales reporting tools. Utilize strong consultative selling skills to close sales.
1) Bachelor degree; 2) Functional and organizational knowledge of IT efforts with in the federal civilian agencies. 3) 5 years experience and working within the Federal agencies in an IT leadership role as a Government employee or industry partner ; 4) Strong interpersonal, communications, and writing skills; and 5) Demonstrated leadership, critical industry and government relationships, business development and consultative sales skills
Ability to obtain U.S. government security clearance at minimum Secret level.
Desired: 1) Demonstrable thorough understanding of business development and consultative sales process; 2) Confident negotiator and ability to close the deal; 3) Strong client management skills 4) Capable of problem solving, with the ability to generate ideas and solutions; 5) A positive and determined approach to researching, analyzing, and shaping new sales opportunities; 6) Ability to use own initiative and pay close attention to detail; 7) Previous government or recognized business experience in support of government agencies