National Sales Director, AT&T

Position Title : National Sales Director, AT&T (P6)

Company Summary

Crown Castle is the nation’s largest provider of shared communications infrastructure: towers, small cells and fiber. It all works together to meet unprecedented demand—connecting people and communities and transforming the way we do business. Whenever you make a call, track a workout or stream music and videos, we’re the ones providing the communications infrastructure that makes it all possible. From 5G and the internet of things to drones, autonomous vehicles and AR/VR, we enable the technologies that help people stay safe, connected and ready for the future. Crown Castle is publicly traded on the New York Stock Exchange (CCI), is part of the S&P 500 and is one of the largest Real Estate Investment Trusts in the US.

We offer a total benefits package and professional growth development for teammates in any stage of their career. Along with caring for our teammates, we’re an active member in the communities where we live, work and do business. We have a responsibility to give back, which we do through our Connected by Good program. Giving back allows us to improve public spaces where people connect, promote public safety and advance access to education and technology.

Position Summary

Act as the primary Sales interface for AT&T account. The main responsibility is to maximize leasing revenue and positively manage the customer relationship for the company. In addition, negotiate and manage Master Lease Agreements and related documents for Tower, Small Cell, Fiber to the Cell (FTTC), and broadband Fiber business lines. Develop and maintain company relationships (external and internal) and leverage for maximum share of existing and new business opportunities. Provide single-point-of-contact for AT&T at all levels. Promote the best interests of the company.

Essential Job Functions

1. Drive leasing revenue for Tower, Small Cell, and Fiber businesses throughout AT&T.
2. Identify, communicate, and resolve complex issues that develop.
3. Negotiate Master Lease Agreements (MLAs) with AT&T on a nationwide basis, ensuring proper documentation and necessary approvals.
4. Maximize MLA pricing terms and conditions under reasonable business conditions, building consensus with key company executives.
5. Provide summaries of agreements between parties on each MLA and roll out across all Crown/Customer markets.
6. Identify new business opportunities and coordinate appropriate internal resources to formulate deal parameters.
7. Develop business relations with Verizon Wireless to assist in identifying new opportunities and troubleshooting issues.
8. Ensure customer satisfaction with all business relations and projects, conducting strategic planning activities.
9. Manage and evaluate projects, troubleshooting when needed to assure completion within budget and on time.
10. Support the receipt of outstanding Account Receivables that become overdue.
11. Keep Crown Castle’s senior leadership informed of all customer transactions, opportunities, and risks.

Education/Certifications

• Bachelor’s Degree in Business, Marketing or related field preferred.

Experience/Minimum Requirements

• Ten (10) years of successful Sales experience in the telecom industry with a proven track record for achieving and exceeding Sales quotas.
• Proven experience increasing sales volumes and managing margins.
• Superior financial acumen and the ability to position and close complex deals.
• Carrier or wireless industry experience is required.

Other Skills/Abilities

• Proven leadership skills.
• Background in wireless/telecom industry.
• Superior sales and negotiation skills.
• Excellent communication and interpersonal skills.
• Ability to coordinate with key managers and executives.
• Knowledge of components of a telecommunication system.
• Knowledge of financial drivers of telecom business.
• Proven project management skills.
• High ethical standards.
• Ability to handle multiple projects.
• Ability to work independently.

Organizational Relationship

Reports to: Vice President, Tower National Accounts

Title(s) of direct reports (if applicable): N/A

Working Conditions: This role falls into our hybrid work model working in your assigned office on Monday through Thursday. On Fridays, teammates on the hybrid schedule will have the option to work from the office or home.

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