The RoleThe Account Director Senior is responsible for identifying, developing, and expanding sales opportunities across assigned Public Sector accounts, including DoD, DISA, Federal Civilian, and related government agencies. This role builds and maintains strategic customer relationships, develops account plans and pursuit strategies, manages a qualified opportunity funnel, and coordinates internal resources to deliver technology solutions that support customer mission priorities. The position requires strong government sales experience, disciplined account management, and the ability to navigate complex procurement, contracting, and stakeholder environments.
The Main Responsibilities• Develop and execute strategic account plans for assigned Public Sector accounts, including customer profiling, positioning strategy, opportunity development, stakeholder mapping, and long-range account growth plans.
• Identify, qualify, and advance new sales opportunities through customer engagement, networking, lead generation, RFx evaluation, proposal development, and coordinated pursuit planning.
• Build, manage, and grow customer relationships to retain existing revenue, expand account penetration, and increase total customer spend through cross-sell and up-sell opportunities.
• Maintain a strong understanding of government procurement policies, contract vehicles, buying cycles, and acquisition processes relevant to assigned accounts. • Articulate the competitive landscape, industry trends, customer mission needs, and Lumen's value proposition across telecommunications, IT solutions, managed services, professional services, and related offerings.
• Coordinate with internal partners, including business development, capture, proposal, marketing, pre-sales engineering, product management, legal, contracts, and finance, to support account strategy and pursuit execution.
• Develop customer proposals, presentations, and business case materials that clearly address technical, contractual, commercial, and management requirements.
• Manage an accurate and detailed Salesforce funnel, including weekly forecasts, opportunity updates, revenue outlooks, and quota attainment tracking.
• Stay current on emerging technologies, customer modernization priorities, and solution application areas to identify new opportunities and strengthen consultative selling conversations.
• Represent the company professionally in customer meetings, industry events, and account engagements, with travel required as business needs dictate.
What We Look For in a Candidate• 7+ years of Federal agency relationships and proven success selling complex mission solutions required.• Knowledge of telecommunications, IT solutions, managed services, professional services, advisory, consulting, or project-based solution sales.
• Strong understanding of government acquisition processes, contract vehicles, procurement policies, and competitive drivers.
• Experience building account plans, managing executive-level customer relationships, and navigating complex stakeholder environments.
• Proven ability to develop customer proposals, deliver presentations, negotiate contracts, and sell consultatively through close.
• Experience with Salesforce.com preferred.
• Strong written and verbal communication, presentation, organization, and time management skills.
• Self-motivated, proactive, results-oriented professional with a sense of urgency and the ability to work with minimal direction.
• Proficient in Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.
• Valid driver's license and clean driving record required, as applicable.
• Travel required; role may require significant time conducting sales activities outside the office.
CompensationThis 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:
$124,037 - $165,375 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.
$130,242 - $173,649 in these states: CO, HI, MI, MN, NC, NH, NV, OR, and RI.
$136,437 - $181,913 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:
Lumen#26
Requisition #: 343516
