Small Cell Sales Director, Venues

Position Title: Small Cell Sales Director - Venue (P5)

 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

Proactively identifies and maximizes opportunities to Small Cell Venue/In-Building business by securing exclusive rights to Small Cell Venue/In-Building locations to add to the Crown Castle portfolio.

Establishes and maintains strong relationships with Venue Owners, MNO customers, and Crown Castle Implementation and Operations partners to ensure customer satisfaction.  Negotiate revenue deals that benefit Crown Castle and the Venue Owner. Work with existing Venue Owners on term extensions to continue exclusive rights and protect existing revenue run rates. Work closely with Regional SCFS Sales Directors educating them on the locations within the Venues portfolio in order to facilitate MNO participation.

Responsibilities

• Responsible for meeting or exceeding assigned quotas.
• Negotiate, coordinate and execute agreements with Venue Owners and their representatives.
• Establish, develop, track and communicate activity for future SCFS Venue builds to the National Sales Director - Venues, VP SCFS Sales, Regional SCFS Sales Directors, and regional operational staff.
• Work with Legal and Licensing departments to develop and refine licensing agreements and establish/coordinate contract administration procedures.
• Develop/refine marketing plans for available Venue locations to accomplish revenue goals and meet or exceed customer requirements and expectations.
• Coordinate RFP responses.
• Forecast demand levels with Customers.
• Refine pricing and financial model for the product and related services to meet/exceed Crown’s financial metrics.
• Work closely with the deployment organization to ensure positive Customer experiences.
• Represent the Company in trade organizations, manage trade show activities, and participate in Statewide Wireless Association meetings.
• Identify new business opportunities and coordinate appropriate internal resources to formulate deal parameters and associated terms. Work with designated customer contacts to establish mutual agreement on related deal terms and drive corresponding business.
• Ensure that MNO Customers are satisfied with all business relations and projects.
• Conduct strategic planning activities to ensure customers’ project or service needs are anticipated.
• Manage and evaluate projects, “trouble shoot” when needed with Customers and company employees to ensure that projects are completed within budget, on time, and to complete customer satisfaction.

Expectations 

• Consultative, solutions/applications based selling ability.
• Entrepreneurial spirit with the flexibility to adapt to any situation or environment
• Ability to work effectively in a team environment and take the initiative to get things accomplished
•  Ability to influence conversations and work through building of relationships, thoughtful framing of issues, and building influence through excellent work.   
• Ability to grasp the financial drivers of our business and that of MNOs
•  Exemplify integrity and passion in all aspects of the business environment

Education/Certifications  

• Bachelor’s Degree or equivalent with relevant communications infrastructure work experience

Experience/Minimum Requirements  

• Minimum of seven (7) or more years technical sales experience in the wireless or telecommunications industry
• Experience and established relationships with key wireless contacts
• Experience in negotiating large capital projects with longer sales cycles and complex contracts

Organizational Relationship  

Reports to: National Sales Director - Venue

Working Conditions: this is a remote role with the expectation of on-site collaboration with teammates and stakeholders for moments that matter. Regional and national travel as needed. 

The salary range offered for this position is $133,360 - $183,370 annually. A candidate’s offer is determined by various factors including but not limited to, depth of experience, role-related knowledge and skills, relevant education or training, internal alignment, and work location.  Depending on the position offered, the compensation package may also include incentive compensation opportunities in the form of a discretionary annual cash bonus or commissions, and equity incentives. Employees (and their families) are eligible for medical, dental, vision, and basic life insurance. Employees are able to enroll in our company’s 401k plan. Employees will also receive a minimum of 18 days of paid time off each year and 12 paid holidays throughout the calendar year.  

If you are interested in joining our team, please visit the Crown Castle careers site to apply.  We do not accept resumes from agencies, headhunters, or other third-party suppliers who have not signed a formal agreement with us. This position will remain posted until filled. 

Salary : $133,360 - $183,370