Executive Spotlight: Tim Donnellan of Raycom

As sales director for the defense sector at Raycom Communication Solutions, Tim Donnellan is in charge of overseeing market expansion and penetration for its advanced, secure comms offerings, rooted in 4G and 5G networks. The McLean, Virginia-based company’s primary capabilities include end-to-end services spanning RF planning, radio access, core network components and software.

We talked with Donnellan about his journey to the private sector after three decades in the U.S. military and his advice to those trying to make similar transitions, among other subjects.

Meet Donnellan and learn more about what Raycom has to offer at the 2025 5G Summit, happening this Thursday, Feb. 27. This consequential GovCon conference is stacked with high profile defense industry speakers and technologists you’ll want to meet. Register now!

And if you can’t make the 5G Summit, don’t miss POC’s fast-approaching year-highlight event: the 2025 AI Summit on March 20.

Potomac Officers Club: What can you tell us about your background and how you’ve been able to adapt to the ever-changing challenges of the federal landscape over the course of your career?

Tim Donnellan: I am fortunate that I had the unique opportunity to serve in the military for over three decades and over two decades in telecom. 5G private networking is the perfect culmination of the two.

In both paths, I encountered new people, different challenges and enlightening travel to interesting locations. The consistently changing problem set taught me resiliency, transparency and the value of trust. I was required to exhibit sound leadership, the ability to quickly make good decisions and, above all else, the quality of acquiring the trust of the command and the team to which I belonged at the time. Once earned and reciprocated, this foundation drives everyone to give all of themselves to the cohesive unit.

Luckily, I have been able to surround myself with high-achieving people who implement flexibility, understanding and an innovative mindset pivotal to the ever-changing federal landscape.

POC: When did you decide to pursue a career in the federal landscape, and what were the key tasks you wanted to complete? Any bigger goals you still want to accomplish?

Donnellan: My decision to pursue a career in the federal space was a natural extension of my military background. I have seen the importance of dependable, secure, scalable communications and technology in the military and the enterprise sector. I decided to pursue a career in the federal landscape because frankly, I miss serving. Having the honor to wear the uniform for 33 years was extremely satisfying, but I miss supporting our service members and I have found this to be a fantastic way to achieve this desire. My goal is to bring the best communication solution to our warfighters, and I believe we will.

POC: What do you believe are your core strengths as a leader, and what lessons taught you the most about driving success?

Donnellan: I have always considered leadership to be a natural talent. Certain elements can be taught, but the basic abilities must be inherent for leadership to be totally genuine. My strengths lie in recognizing co-workers and subordinates as equals. I believe in a warm, friendly approach that demonstrates mutual respect. Trust cannot occur without mutual respect. If I do not trust people to do their jobs, I cannot expect them to trust me to do mine. Another lesson I have learned is not to waste people’s time. For example, I believe in preparation regardless of seniority, not just for the success it promotes, but as a demonstration that I value the time I share with my team. I guarantee that if you are asked to spend hours on a presentation or project, I am going to show you respect by reading, analyzing, and preparing comments and questions before we meet. Once respect and trust are established, we listen, learn and execute together.

POC: How would you advise someone entering our industry to build their resume and advance their careers to be in the best position in the years to come?

Donnellan: For anyone entering the federal and defense contracting industry, I would recommend:

• Learning the contracting process. Defense and government contracting is a highly nuanced and complex career path. Today’s contracts contain detailed requirements, and while these may seem trivial, preparing for them can be the real difference between dollars awarded or lost. There is plenty of free or low-cost training available.
• Partner, partner, partner.  Find companies and (more importantly) people who augment your business and make it better.
• Stay on top of technology. The defense sector has multiple needs and a long implementation process. Understanding the latest technologies will help you ask the right questions and get to a decision more quickly.
• Network. Know the players in your industry and always look for a mentor. Ideally, it is best to have more than one. Conversely, once comfortable, act as mentor as often as possible.
• Be adaptable. The federal landscape is constantly evolving. Consistent education and innovation will lead to success.