Job Description:

Position Title: Fiber Sales Director - Wholesale (M3)

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 Director - Wholesale will drive the company’s achievement of its customer acquisition, revenue, and profitability goals for the Carrier Sales organizations.

Responsibilities

• Responsible for the leadership of a dispersed cross-functional team responsible for the development and management of Domestic and International Carrier account, Hyperscalers and Data Centers for Crown Castle.


• Key activities include Wholesale portfolio management, sales and support program execution, and enablement.


• Oversee the Wholesale Sales team in developing sales opportunities to increase overall revenue.


• Define, develop, and deploy long-range Wholesale enablement strategies.


• Ensure monthly goals are set and achieved by selling transport, internet and other data and video services.


• Communicate to Head of Fiber Sales - Wholesale progress, trends, gaps in performance and corrective plans.


• Provide accurate forecasts.


• Participate in and leads the sales function ensuring bookings targets are achieved.


• Drive consistency and ensure accountability around sales discipline, operational processes, and service delivery.  


• Represent the company in the industry, responsible for growing & maintaining the company’s reputation within the Carrier and other vertical’s within  Wholesale.


• Serve as an escalation path for customers to ensure excellent customer experience.


• Build and motivate high performance teams; hire and retain the right talent in the right roles; set goals, delegate work, hold direct reports accountable; develop and empower direct reports to make decisions and take action.


• Responsible for the evaluation of the performance of team members and developing performance plans to ensure attainment of quota.

Expectations

• Demonstrated track record of success in developing and implementing a comprehensive carrier channel strategy.


• Familiar with performance-based culture, working in high-pressure environments with a get-it-done attitude.


• Expert written and verbal communication skills.


• Relationships with existing Carrier & Hyperscale accounts and able to leverage existing relationships into new opportunities


• Must have a proven track record of building and executing sales strategies to penetrate, close, and manage business in accounts.


• Demonstrated leadership skills in building a high performing geographically dispersed team. 

Experience/Education

• Bachelor’s degree or equivalent experience; MBA preferred

Experience/Minimum Requirements  

• Minimum 10+ years in telecommunications sales environment; 5+ in Carrier sales


• Minimum of 5+ years of actively contributing member of a senior management team

Additional Experience 

• Excellent communication skills


• Strong negotiating skills


• Strong attention to detail


• Strong drive to be proactive


• Ability to manage multiple projects/tasks simultaneously


• Ability to problem solve and provide solution alternatives


• Ability to comprehend contracts and agreements


• Ability to comprehend all title documentation


• Ability to comprehend survey and construction drawings


• Strong software skills including Microsoft Excel and PowerPoint; Power BI experience a plus

Organizational Relationship

Title(s) of direct reports (if applicable):  Wholesale Account Managers

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 could require travel. 

The salary range offered for this position is $137,520-$189,090 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. 

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

Sales

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