Director, Federal Business Development

2 days ago

Herndon, Virginia, United States T-Mobile Full time
Key Responsibilities

The Director, Federal Business Development will be responsible for driving strategic initiatives and leading a talented team of professionals in the Federal Business Development department at T-Mobile. This role will focus on identifying, pursuing, and winning new business opportunities, developing strategic partnerships, and contributing to the growth strategy of T-Mobile Secure Federal Operations (TSFO).

Main Responsibilities:
  • Develop and implement business development plans to drive growth and revenue in the Federal market.
  • Manage sales and business development for a market unit or segment, with a focus on customer satisfaction and quality.
  • Build strong executive customer relationships and deliver high-impact presentations with strong business objectives and KPIs to measure results.
  • Devise creative and effective sales approaches, identify custom and industry-leading solutions, and propose them to customers.
  • Deliver technology that solves customer needs and enables digital transformation for assigned accounts.
  • Anticipate risks with customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans to improve customer experience.
  • Build trust and loyalty with customers by providing up-to-date insights, challenging them when necessary, and introducing innovative ideas relevant to their business strategy.
  • Engage decision-makers and influencers to map out multiple targeted relationships that will help improve the client's business with the appropriate offerings.
  • Proven relationships and success in closing deals, with a history of over 100% quota attainment.
Strategic Thinking:
  • Use industry knowledge to choose from T-Mobile's technology solutions that fit the business needs of TSFO customers.
  • Drive account planning, construct a strong forecast, and accurately impute it into our CRM.
  • Understand each customer's technology footprint and strategy, business drivers, and landscape, and strategic growth plans.
  • Originate plans to offer more targeted solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.
  • Demonstrate thought leadership and present business plans to customers to generate new opportunities.
  • Guide others in the organization on how to tailor industry-specific presentations.
  • Present business reviews to the senior management team regarding progress and roadblocks to expanding our reach.
Account Management:
  • Ensure end-to-end customer satisfaction is critical and a key piece of the role. Lead the customer relationship and be key to resolving issues with the help of key team members in the organization.
  • Use inside resources in product teams, IoT, Solution Engineering, Marketing Vertical experts, pricing, legal, and external partners to create opportunities and finalize deals.
  • Create multiple opportunities inside the account, with detailed processes, and deals under short timelines, and input those into Salesforce.
Competitive Knowledge:
  • Leverage internal networks of industry experts in product and marketing to strengthen knowledge of the industry, competitors, and customer business priorities.
  • Attend key industry events in person or virtually to stay current with the strategic roadmap of key Federal customers.
  • Develop and support strategic partnerships with senior internal to T-Mobile and external customers. Intimately understand their business strategies, generate innovative ideas, and monetization strategy.
  • Experience presenting to and interacting with executive management and C-Suite across partners and Federal Government, and having led large new business wins across complex scope and scale.
  • Develop profitable new account relationships in the National Security, Department of Defense (DOD)/Federal Civilian verticals.
  • Travel regularly to meet with existing and prospective clients (up to 40% travel monthly).
  • Drive new business through partnerships with Strategic Partners.
  • Identify and solicit business opportunities based on knowledge of clients, markets, products, and services.
  • Make sales presentations to current and prospective NatSec/DOD/Federal Civilian clients.
  • Document sales activities using our CRM platform.
  • Full new business pipeline development and ownership.
  • Successful experience moving deals through new business pipeline to close.
  • Implement and maintain an effective referral network and call program to promote sales.
  • Collaborate with internal partners within Government and throughout the enterprise to build a successful network of internal advocates to support continuity and growth within the Public Sector.
  • Establish and maintain positive public relationships within the community to enhance the organization's image and promote new business.
  • Ability to think strategically, take a comprehensive view, and develop a compelling vision focusing on impact and results.
  • Steadfast focus on identifying and creating business opportunities.
  • Passionate about delivering the right way across people, process, and technology.
  • Experience partnering with multiple functional and business groups across the enterprise.
  • Excellent written and verbal communication skills with the ability to present complex technical information clearly and concisely to various audiences, including executives and non-technical leaders.
Business Analytics:
  • Builds trust and strong cross-functional relationships across an organization to achieve common goals; partners well and brings people along.
  • Customer-obsessed; considers the impact on customers with every business decision.
  • Solid business acumen.
  • Thrives in a high-pressure, demanding environment.
QUALIFICATIONS:
  • Bachelor's degree in Business or related field or 4 years of related work experience.
  • 7 years of significant sales and business development experience in a sales organization with a top company and strong culture.
  • DoD and intel experience preferred.
  • At least 18 years of age.
  • Legally authorized to work in the United States.
  • US Citizenship (without dual citizenship) required.
  • Must be able to obtain US security clearance; Active clearance preferred.

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