Business Development Manager, GEM

Position Title:  Business Development Manager, GEM (P3)

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.

Role

The Fiber Sales Business Development Manager, GEM (government, education, medical) is an “overlay” sales position responsible for developing and influencing pipeline growth within a specific region, providing opportunity development and qualification, trend analysis, strategic business planning, and deal closing support with the goal of driving new revenue to achieve and exceed corporate revenue targets and growth projections.  The Business Development Manager, GEM will provide regional training as a subject matter expert on Federal funding incentives and contract vehicles specific to State & Local Government, K-12 and rural healthcare.   

Responsibilities

• Achieve Monthly Revenue Targets for the GEM region assigned (South, West, East or CMA) 

• Unlock new GEM revenue through existing accounts and driving net-new opportunity growth 

• Schedule and attend sales meetings to present the Crown Castle GEM value proposition and identify new opportunities with existing sales teams in region 

• Assist with providing competitive proposals 

• Maintain a healthy funnel of opportunities, through working closely with AEs in each market 

• Provide internal sales trainings on GEM trends – focused on awareness and driving sales momentum 

• Provide monthly report on the status of the GEM business for employee’s territory (% to plan, funnel, activities, etc.) 

• Maintain account information in CRM system 

• Responsible for setting and implementing sales objectives and initiatives in alignment with the Managing Director and Region leadership team 

• Facilitates the development of the sales team in activating and building relationships within CCI’s Channel and Enterprise sales distribution 

• Facilitates the development of the sales team in selling and supporting new and existing Enterprise accounts 

• Trains and updates sales team in solution selling methodology, and participates with them in the effort to educate partners, onboard new resellers and close revenue 

• Collaborates with team, peers, and cross-functional groups to remove barriers, improve sales success, and enhance the GEM expertise throughout the region 

• Participates in internal and external Channel Partner, or Customer events 

• Works with cross-functional ecosystem, and leadership to achieve business objectives 

• Communicating current pricing, services, and latest product releases  

• Maintaining professionalism, diplomacy, sensitivity, and discretion to portray the company in a positive light at all times 

Education/Certifications 

• Bachelor’s Degree or equivalent experience in sales, marketing, or public/business administration preferred 

Experience/Minimum Requirements 

• Minimum seven (7) years’ experience in business development with a track record of success driving new revenue opportunities, preferably in the wireless industry 

• Minimum seven (7) years of sales experience to Government, Education or Healthcare accounts   

• Ability to quickly learn and lead the relationship(s) between assigned entity(ies) and Crown Castle  

• Previous people management experience desired - previous experience managing off-site teams preferred 

Expectations

• Advanced knowledge of telecommunications/wireless infrastructure, asset management, site maintenance, and property management 

• Strong communication skills 

• Ability to manage complex information to effectively solve problems 

• Effectively build relationship networks inside and outside the organization 

• Disciplined approach to answering questions/concerns 

• Work collaboratively with others to set goals and priorities to facilitate achievement of shared organizational objectives. 

Organizational Relationship 

Reports to:  Fiber Sales Managing Director

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

Working Conditions: This role falls into our hybrid work model working in the office Tuesdays, Wednesdays, and Thursdays.  On Mondays and Fridays, teammates on the hybrid schedule will have the option to work from the office or home.  There is an expectation of collaboration with teammates and stakeholders for moments that matter that will require travel.