VP of Federal Sales

Granite delivers advanced communications and technology solutions to businesses and government agencies throughout the United States and Canada. We provide exceptional customized service with an emphasis on reliability and outstanding customer support and our customers include over 85 of the Fortune 100. Granite has over $1.85 Billion in revenue with more than 2,100 employees and is headquartered in Quincy, MA. Our mission is to be the leading telecommunications company wherever we offer services as well as provide an environment where the value of each individual is recognized and where each person has the opportunity to further their growth and achieve success.

Granite has been recognized by the Boston Business Journal as one of the "Healthiest Companies" in Massachusetts for the past 15 consecutive years.

Our offices have onsite fully equipped state of the art gyms for employees at zero cost.

Granite's philanthropy is unparalleled with over $300 million in donations to organizations such as Dana Farber Cancer Institute, The ALS Foundation and the Alzheimer's Association to name a few.

We have been consistently rated a "Fastest Growing Company" by Inc. Magazine.

Granite was named to Forbes List of America's Best Employers 2022, 2023 and 2024.

Granite was recently named One of Forbes Best Employers for Diversity.

Our company's insurance package includes health, dental, vision, life, disability coverage, 401K retirement with company match, childcare benefits, tuition assistance, and more.

If you are a highly motivated individual who wants to grow your career with a fast paced and progressive company, Granite has countless opportunities for you.

EOE/M/F/Vets/Disabled

General Summary:

The Vice President of Federal Sales will lead and shape Granite Telecommunications' federal government sector sales and business development efforts. This senior leadership role is responsible for setting and executing strategies that maximize federal sales revenue, margins, and market penetration. The VP will oversee a team focused on customer engagement, opportunity identification, and capture management while ensuring adherence to federal regulations and the promotion of Granite's brand. The ideal candidate brings deep experience in federal sales, proven leadership skills, and the ability to drive sustainable growth through innovation, compliance, and operational excellence. The ideal candidate should also have a demonstrated history of leading from the front when needed in sales efforts, building teams, developing teams, retaining teammates, and developing other leaders to do the same.

Job Duties and Responsibilities

• A proven track record of Managing, developing, leading, retaining, and inspiring high-performing teams focused on strategic customer relationship development and the identification and pursuit of sales opportunities under a variety of contract vehicles, including large, multi-award IDIQ contract vehicles.
• Attract, hire, and retain top talent.
• Has led and developed leaders and mid-level managers to execute with precision and autonomy. Enables leaders to operate effectively within cross-functional environments, scale performance, and deliver against aggressive government sales and service goals.
• Foster a team culture centered on accountability, collaboration, and continuous improvement, with a strong emphasis on Granite's core values and commitment to excellence.
• Develop and drive strategy to focus Federal Business Development efforts on the highest probability win opportunities, aligning team goals with broader organizational objectives.
• Maintain an in-depth understanding of Federal Acquisition Regulations, government procurement policies, and telecommunications-specific compliance issues to ensure the team's communications with customers are accurate and effective.
• Establish, manage, and maintain a high-quality, data-driven sales pipeline that supports consistent year-over-year revenue growth.
• Cultivate and strengthen long-term relationships with Federal customers to understand their evolving objectives and position Granite as a strategic partner and telecommunications leader.
• Set and monitor performance expectations and sales targets; ensure schedules, milestones, and deliverables are met with precision and agility.
• Promote and enforce adoption of corporate standards, policies, and culture within the team, holding individuals accountable to both behavioral and performance expectations.
• Lead the training and performance management of a diverse, multidisciplinary team serving in Federal Sales and Business Development roles.
• Oversee the business intelligence function, with a focus on analyzing industry trends, emerging service demands, and the evolving competitive landscape within the government telecommunications space.
• Identify and pursue strategic teaming and subcontracting opportunities with complementary partners, including small and disadvantaged businesses.
• Act as a key contributor to the proposal development process by providing customer, competitor, and market insights to strengthen win strategies.
• Personally know and influence the top pursuits/deals in the pipeline each month; ensure team members are equipped and aligned to advance these opportunities.
• Champion solution-based selling methodology across the team. Drive the adoption and effective use of Salesforce (SFDC) and ensure full portfolio visibility on contract vehicles.
• Has successfully collaborated across operational teams-including Engineering, PMO, Provisioning, Service Delivery, Contracts Office, RFP Teams, Recruiting to drive seamless execution and exceptional outcomes for government customers; continues to model and promote strong cross-functional alignment to ensure contract success, customer satisfaction, and operational efficiency.
• Serve as a visible leader of the Granite brand, both internally and externally, by modeling professionalism, strategic thinking, and integrity in all engagements.
• Consistently support and drive Granite initiatives, ensuring each team member is aligned, engaged, and developing toward their full potential

Education:

• Bachelor's degree required

Benefits:

We offer a competitive base salary plus uncapped monthly commissions, and bonus. We offer PTO (paid time off) Health, Dental, Vision, Life, and Disability Insurance, 401k Retirement Plan with company match and Tuition Reimbursement. Annual President's Club Trip for companies top performers.