Position Title: Business Development Manager, Public Sector (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 S&P 500, and one of the largest Real Estate Investment Trusts in the US, with an enterprise value of ~$100B.

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 Business Development Manager of Public Sector is an “overlay” management position in the sales department that provides short- and long-term support across all of Crown Castles sales channels for Public Sector entities. The Business Development Manager will be the lead for all go-to-market business development, strategy, training & compliance, marketing, billing, and back-office support, specific to Public Sector business. The successful candidate will have national program responsibility and work internally and externally to close new revenue opportunities and provide knowledge to support the unique needs of the programs.

Responsibilities

• Achieve Quarterly Revenue Targets for the Public business sector
• Provide long and short-term strategies to continue Crown Castles success with targeted entities
• Penetrate and sell to Public Sector accounts, and develop strong relationships with decision makers and influencers within accounts
• Schedule and attend sales meetings to present the Crown Castle value proposition and identify new opportunities
• Assist with providing competitive proposals, highlighting Crown Castles value proposition
• Leverage system integrators and other third-party companies to target opportunities
• Maintain a healthy funnel of opportunities, through working closely with AEs in each market
• Monitor federal funding programs to understand any potential changes that may have positive or adverse effects on Crown Castle
• Provide internal training on how to utilize Crown Castles state and federal cooperative contracts for the Public Sector
• Act as primary point of contact for customers providing a high level of customer support to all Crown Castle customers
• Provide monthly report on the status of the Public business sector, (% to plan, RTW account funnel, activities, etc.)
• Provide quarterly review of the Public Sector business (close rates, trends, strategies, etc.)
• Maintain leverage internal resources (GRM/PRM) and external (current & future lobbyist relationships)
• Maintain account information in CRM system

Education/Certifications

• Bachelor’s Degree in Business, Engineering, or related field preferred; MBA or advanced degree in a related tech encouraged

Experience/Minimum Requirements

• 7+ Years relevant business development and sales experience serving Public Sector customers
• 7+ Years’ experience selling Dark Fiber, WAN, and IP Technologies
• Ability to work across multiple internal departments (i.e. Sales, Operations, Product, Marketing, Billing, Engineering, etc.)
• Strong background and knowledge of state contracting vehicles
• Experience with federally funded programs

Expectations

• Business Development experience in the Public Sector
• Proficiency in Microsoft Office Suite
• Proficiency in Sales Force Automation and CRM applications
• Strong prospecting, networking and business development skills
• Strong written and verbal communications skills
• Self-motivated team player
• Excellent presentation and negotiating skills
• Background in Network Engineering (desired). Knowledge of facilities-based fiber business within our footprint (desired)

Organizational Relationship

Reports to: Director Commercial Strategy

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

Working Conditions: This is a remote role with the expectation of on-site collaboration with teammates and stakeholders for moments that matter. Travel up to 20% may be required.

For New York, Colorado, California and Washington residents: The hiring range offered for this position is $95,360 - $143,040 annually. In addition to salary, employees are eligible for commission and restricted stock. 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 18 days of paid time off each year and 12 paid holidays throughout the calendar year.

Pursuant to the Los Angeles County and San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.