National Sales Director, AT&T

Houston, TX, United States

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

Drive leasing revenue for Tower, Small Cell, and Fiber businesses throughout AT&T.

This position is the lead Verizon Wireless advocate in the company and will need to be able to identify, communicate, and resolve complex issues that develop from time to time

Negotiate Master Lease Agreements (MLAs) with AT&T on a nationwide basis. Ensure that all details of MLAs are properly documented and necessary signatures and approvals are obtained. Follow process and procedures for dissemination and application of agreements.

Ensure that MLA pricing terms and T’s/C’s are maximized under reasonable business conditions. Build consensus with key company executives regarding strategy and terms.

Provide summary of agreements between parties on each MLA, and roll out across all Crown/Customer markets. Provide ongoing guidance and support to Areas concerning MLA requirements.

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.

Develop business relations with Verizon Wireless at the regional and national levels to assist in the identification of new business opportunities and in trouble shooting potential issues as they may arise.

Ensure that AT&T is satisfied with all business relations and projects. Conduct strategic planning activities to ensure customer’s project or service needs are anticipated.

Manage and evaluate projects, “trouble shoot” when needed with AT&T and company employees to assure that projects are completed within budget, on time, and to complete customer satisfaction.

Provide support as necessary to assist with the receipt of outstanding Account Receivables that become overdue.

Keep Crown Castle’s senior leadership well 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 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.

Additional Information: N/A

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