Federal BD Director (Individual Contributor)

Company: T-Mobile USA, Inc.
Location: Herndon
Posted on: April 6, 2025

Job Description:

T-Mobile is in pursuit of exceptional talent to join our executive team. We're committed to excellence and innovation, and we are on the lookout for a leader who can steer our company towards new heights of success. In this pivotal role, you will be responsible for driving strategic initiatives and leading a talented team of professionals. The ideal candidate will possess a proven track record of success, demonstrating a keen ability to navigate complex challenges and capitalize on emerging opportunities. As a key member of our executive team, you will play a crucial role in shaping and executing our organizational strategy and contributing to our continued growth and market leadership. Join us in our commitment to driving innovation, inspiring collaboration, fostering a positive company culture, and achieving unparalleled success.

This is a key leadership role within T-Mobile Secure Federal Operations (TSFO).
The focus of this role is identifying, pursuing and winning new business opportunities, developing strategic partnerships, and contributing to TSFO's growth strategy. This leader will be responsible for identification, prioritization, development, and monetization of solutions for classified Federal Government customers using T-Mobile's network, solutions, products, and services. The Director, BD sells solutions, products and services to highly critical federal (National Security, DoD, and FedCiv) accounts. They demonstrate experience in handling large and complex accounts and work directly with clients at the senior management level, developing profitable new business account relationships. They devote a substantial amount of time in direct, face-to-face contact with prospective clients, exercise a high level of judgment and decision-making authority to generate significant growth in the TSFO federal business segment. The ideal candidate will have a strong business development background, ability to create executive and C-level relationships, successful track record of selling and implementing large-scale projects, a history of thought leadership on industry trends, and a strong understanding of potential technology partners. In addition, you should have a documented history of thinking strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. We seek a clear point of view, expressed with an authoritative and distinctive voice. A keen sense of ownership, drive, and bias for action is necessary. Success in this role will require you to take on responsibility for everything from developing the initial account relationships to meeting revenue objectives and performance metrics. You will analyze customer needs and apply solution-based selling techniques to demonstrate the value of T-Mobile capabilities to win business.

This is a hybrid position required to be working in-office at least 3 days a week.

MAIN RESPONSIBILITIES:
--- Demonstrated track record of developing and implementing business development plans.
--- Experience managing sales and business development for a market unit or segment
--- Significant business analysis skills along with in-depth Government experience
--- Strong focus on customer and quality
--- Excellent communications and influencing skills
--- High levels of energy and integrity
--- Also responsible for other Duties/Projects as assigned by business management as needed.

Sales Excellence and Customer Engagement :
--- Build strong executive customer relationships and deliver high impact presentations with strong business objectives with KPIs to measure results.
--- Devise creative and effective sales approaches, identify custom and industry leading solutions and proposals, discuss and close complex contracts while representing a trendsetter in the wireless mobility space.
--- Deliver technology that solves customer needs and enables digital transformation for assigned account.
--- Anticipate risks with customer satisfaction, determines the root cause of the problems, removes the blockers, and establishes recovery action plan to improve customer's overall experience.
--- Build trust and loyalty with the customer by providing up-to-date insights, challenging the customer when vital, and introducing innovative ideas relevant to the customer's business strategy.
--- Engages decision makers, as well as influencers to map out multiple targeted relationships that will help you improve the client's business with the appropriate offerings.
--- Proven relationships and success in closing deals.
--- History of over 100% quota attainment

Strategic Thinking :
--- Using your industry knowledge, you will be able to choose from T-Mobiles technology solutions that fit the business needs of TSFO customers
--- Drive the 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
--- Demonstrates thought leadership and presents business plans to customers to generate new opportunities. Guides 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 :
--- Ensuring the end-to-end customer satisfaction is critical and a key piece of the role. You lead the customer relationship and are key to resolving issues with the help of key team members in the organization.
--- Will 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 network of industry experts in product and marketing, to strengthen your 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 understands their business strategies, generates 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
--- Develops profitable new account relationships in the National Security, Department of Defense (DOD)/Federal Civilian verticals.
--- Travels regularly to meet with existing and prospective clients (up to 40% travel monthly)
--- Drives new business through partnerships with Strategic Partners.
--- Identifies and solicits business opportunities based on knowledge of clients, markets, products, and services.
--- Makes sales presentations to current and prospective NatSec/DOD/Federal Civilian clients.
--- Documents sales activities using our CRM platform.
--- Full new business pipeline development and ownership.
--- Successful experience moving deals through new business pipeline to close.
--- Implements and maintains an effective referral network and call program to promote sales.
--- Collaborates 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.
--- Establishes and maintains 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: Strong analytical skills with demonstrated ability to identify/analyze/synthesize data to drive decisions.
--- 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

#LI-Corporate

Base Pay Range: $191,800 - $259,400

Corporate Bonus Target: 25%

The pay range above is the general base pay range for a successful candidate in the role. The successful candidate's actual pay will be based on various factors, such as qualifications and experience, so the actual starting pay will vary within this range. Most Corporate employees are eligible for a year-end bonus based on company and/or individual performance and which is set at a percentage of the employee's eligible earnings in the prior year.

At T-Mobile, our benefits exemplify the spirit of One Team, Together! A big part of how we care for one another is working to ensure our benefits evolve to meet the needs of our team members. Full and part-time employees have access to the same benefits when eligible. We cover all of the bases, offering medical, dental and vision insurance, a flexible spending account, 401(k), employee stock grants, employee stock purchase plan, paid time off and up to 12 paid holidays - which total about 4 weeks for new full-time employees and about 2.5 weeks for new part-time employees annually - paid parental and family leave, family building benefits, back-up care, enhanced family support, childcare subsidy, tuition assistance, college coaching, short- and long-term disability, voluntary AD&D coverage, voluntary accident coverage, voluntary life insurance, voluntary disability insurance, and voluntary long-term care insurance. We don't stop there - eligible employees can also receive mobile service & home internet discounts, pet insurance, and access to commuter and transit programs! To learn about T-Mobile's amazing benefits, check out www.t-mobilebenefits.com .

Never stop growing!
As part of the T-Mobile team, you know the Un-carrier doesn't have a corporate ladder-it's more like a jungle gym of possibilities! We love helping our employees grow in their careers, because it's that shared drive to aim high that drives our business and our culture forward. By applying for this career opportunity, you're living our values while investing in your career growth-and we applaud it. You're unstoppable!

T-Mobile USA, Inc. is an Equal Opportunity Employer. All decisions concerning the employment relationship will be made without regard to age, race, ethnicity, color, religion, creed, sex, sexual orientation, gender identity or expression, national origin, religious affiliation, marital status, citizenship status, veteran status, the presence of any physical or mental disability, or any other status or characteristic protected by federal, state, or local law. Discrimination, retaliation or harassment based upon any of these factors is wholly inconsistent with how we do business and will not be tolerated.

Talent comes in all forms at the Un-carrier. If you are an individual with a disability and need reasonable accommodation at any point in the application or interview process, please let us know by emailing ApplicantAccommodation@t-mobile.com or calling 1-844-873-9500 . Please note, this contact channel is not a means to apply for or inquire about a position and we are unable to respond to non-accommodation related requests.

Keywords: T-Mobile USA, Inc., Baltimore , Federal BD Director (Individual Contributor), Executive , Herndon, Maryland