Strategic Account Director, Government

Position Title:  Strategic Account Director, Government (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

This role involves developing and implementing sales strategies for government agency accounts to advance the company's leasing products and services. It requires leading internal deal creation processes, collaborating cross-functionally, and achieving revenue and budget targets. Additionally, the role focuses on identifying new business opportunities, negotiating contracts, and maintaining strong relationships with key government stakeholders.

Responsibilities 

• Develop and implement sales strategies for government agency accounts, understanding customer initiatives, metrics, budgets, and competitive challenges.
• Lead and manage the internal deal creation process, aligning with key stakeholders and obtaining necessary approvals.
• Collaborate cross-functionally with various teams and regularly communicate sales strategies, initiatives, and key account updates.
• Achieve lease-up, commenced revenue, expense, and AFFO budget targets.
• Stay current on competitive trends and wireless technology evolution, identifying risks and developing mitigation strategies.
• Maximize market share with government entities needing shared connectivity infrastructure space for leasing.
• Identify and pursue leasing opportunities driven by regulatory changes, new use cases, and technology migration.
• Lead initiatives to improve and advance the company's position within the government sector.
• Engage at senior levels within target government accounts and identify new business opportunities.
• Align internal capabilities with identified business opportunities and build business cases, including risk and opportunity modeling.
• Develop persuasive value propositions and contract structures, establish technical trials, and negotiate agreements.
• Ensure intelligence sharing and collaboration by providing updates to stakeholders and conducting senior-level reviews.
• Support cross-functional teams by identifying and coordinating capital investment opportunities and emerging models.
• Other duties as assigned.

Education/Certifications 

• Bachelor’s Degree or equivalent experience; advanced degree preferred

Experience/Minimum Requirements

• Proven experience within strategic segment
• Minimum of Seven (7) years business influence experience

Expectations

• Superior sales, negotiation, persuasion and relationship management skills
• Proven problem solver in complex scenarios
• Exceptional oral and written communication skills
• Excellent financial acumen and entrepreneurial attitude
• Experience in customer facing roles influencing decision makers
• Background in wireless/telecom industry
• Command of financial drivers of business
• Proven leadership experience
• Ability to work independently

Organizational Relationship

Reports to:  VP of Tower Leasing

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

Working Conditions: This role falls into our hybrid work model to optimize collaboration, relationship building and key stakeholder engagement. There is an expectation of collaboration with teammates and stakeholders for moments that matter. 50% travel required. 

The pay range offered for this position is $161,000-$221,400 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 (crowncastle.com/careers) 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 : $161,000 - $221,400