Overview

The Senior Manager - Government Sales is responsible for leading and expanding the company's Government & Education (GEM) sales channel across a multi-state territory, with full accountability for revenue growth, strategic pipeline development, market penetration, and long-term business expansion within State, Local Government, and Education (SLED) markets. This leader will drive the vision, strategy, and execution necessary to accelerate growth in highly competitive public-sector environments while strengthening the company's position as a premier provider of connectivity, fiber, and technology solutions.

This role requires a proven sales executive who combines operational rigor with strategic market insight to successfully navigate complex procurement processes, public funding mechanisms, contract vehicles, and competitive bid environments. The Senior Manager will identify emerging market opportunities, develop targeted growth strategies, and build sustainable customer relationships that drive measurable business outcomes.

As a key member of the commercial leadership team, this individual will design and execute a differentiated go-to-market strategy, lead and develop a high-performing sales organization, and foster strong cross-functional collaboration across sales, marketing, operations, engineering, and product teams. The successful candidate will bring deep expertise in public-sector sales, disciplined capture and opportunity management practices, and a track record of influencing stakeholders at all levels to achieve ambitious growth objectives.

This position plays a pivotal role in advancing the company's fiber expansion strategy, increasing market share, and securing mission-critical opportunities that support long-term growth and competitive advantage across the public sector.

The Senior Manager - Government Sales role will be a hybrid position and preference will be given to candidates located in the following markets: Appleton, WI; Berthoud, CO; Billings, MT; Madison, WI; Meridian, ID; Spokane, WA; St. George, UT.

Responsibilities

• Own GEM business performance, including quota attainment, pipeline coverage (3-5x), territory management, and long-range growth planning aligned to public sector funding cycles (E-Rate, grants).
• Build, lead, and scale a high-performing Government & Education sales team; drive rigorous pipeline management, forecast discipline, and performance accountability. Recruit, develop, and manage top talent.
• Develop and execute a targeted SLED market strategy, including account segmentation, targeting, territory design, and prioritization across fiber, ILEC, and competitive markets.
• Lead and oversee deal execution for complex public sector opportunities, including Request for Proposals (RFPs), Request for Information (RFIs), cooperative contract negotiations, and master service agreements; improve win rates through structured deal strategy and capture management.
• Partner cross-functionally with internal teams to ensure alignment on government solutions, compliance, and service delivery to meet public sector requirements.

Qualifications

Required Qualifications

• Bachelor's degree (or higher) -OR- 4+ years professional work experience.
• 8+ years of strategic sales or sales leadership experience.
• 5+ years of experience selling into public sector (SLED or Federal).

Other Qualifications

• Experience leading high-performing, quota-carrying sales teams and balancing strategic leadership with hands-on execution preferred.
• Proven track record of meeting or exceeding revenue targets in complex, long sales cycle environments.
• Strong command of pipeline management, forecasting, and CRM discipline.
• Experience managing large, complex deals ($500K-$10M+) .
• Extensive experience with public sector procurement processes, including RFP's, contract vehicles, and compliance requirements.
• Experience building or transforming a sales channel or vertical.
• Knowledge of government funding programs (E-Rate, broadband grants) and strong executive presence with ability to engage senior-level government stakeholders.
• Experience in fiber-based connectivity, managed services solutions and preferably in telecommunications or technology.
• Valid driver's license and ability to travel within assigned markets.

Do you meet the Required Qualifications but are unsure if your experience aligns with the Other Qualifications? We encourage you to apply! Research shows that many candidates hesitate to apply unless they meet 100% of the qualifications, even when they possess the skills and experience needed to succeed in the role. Experience and skills come in many forms, and they may not always match exactly what's listed on paper, but they can still lead to success. If you meet the Required Qualifications and believe you have the potential to thrive in this role, we encourage you to apply today!

Benefits

We believe in taking care of our team, which is why we offer comprehensive benefits to support your health, financial well-being, and overall happiness. Join us and experience a work environment where your well-being is a top priority!

Associates scheduled to work 20 or more hours per week have access to:

• Medical Coverage
• Dental Coverage
• Vision Coverage
• Life Insurance
• 401(k) Plan
• Generous Vacation & Paid Sick Leave
• Seven Paid National Holidays & One Floating Holiday
• Paid Parental Leave (6 weeks after 12 months of employment)
• Adoption & Surrogacy Assistance
• Employee Assistance & Wellness Programs

Associates working 30 or more hours per week additionally have access to:

• Short-Term & Long-Term Disability
• TDS Service Discounts
• Education Assistance
• Paid Volunteer Time

In addition to these benefits, all associates will have the opportunity to participate in our Associate Resource Groups, which are designed to encourage community and facilitate professional development. To learn more, click here.

Pay Transparency

The listed salary includes both base pay and potential earnings from meeting sales quotas. The final offer will be based on factors such as skills, qualifications, experience, location, and role-specific competencies. With our uncapped commission incentives, you'll have unlimited earning potential!

Pay Range (Hr./Yr.)

$127,400.00/Yr. - $207,100.00/Yr.