Fiber Sales Director - Government, Education & Medical

Position Title:  Fiber Sales Director, Government, Education and Medical (M3)     

Position Summary

The Fiber Sales Director of Government, Education and Medical (GEM) is a senior leadership position in the Commercial Sales Department tasked to lead an organization that supports Crown Castle commercial sales channels. The ideal candidate understands leading through change, strategic decisions and future long term planning. Clear communication skills and leading by inspiration and influence will ensure a successful career. Industries include education, Federal, State & Local government and healthcare. The Director, GEM leads an overlay sales team driving long term strategic relationships and collaborates with direct sales channels to achieve the company and revenue goals.

Essential Job Functions

• Collaborate to motivate sales teams, create opportunities and increase deal velocity
• Provide guidance and leadership for GEM overlay team and develop overlay sales team skills
• Execute and implement GEM Strategy for near term wins and long term relationships within the sales organization through training, advocacy and cross functional collaboration
• Clear understanding and experience of solution selling through needs analysis, complex challenges and business solutions
• Work with the team to maintain strong and consistent funnels to achieve revenue objectives.
• Achieve Monthly Revenue Targets for GEM
• Provide monthly report on the status of the GEM business and strategies
• Provide long and short-term strategies to continue Crown Castle’s success and unlock new opportunities
• Sales training through 1:1 development and sales philosophies such as Challenger, Solution Selling and/or Integrity Selling.
• Schedule and attend sales meetings to coach and develop the overlay team
• Assist with providing effective and professional RFP’s.
• Understand and leverage system integrators and third-party companies to target GEM opportunities
• Partner and influence comprehensive training program for Sales Team on GEM market trends
• Primary Contact for senior level management of public entities and system integrators
• Maintain current & future lobbyist or advisor relationships
• Drive strategic SI, teaming and sub-contracting partnerships
• Manage a budget and review tools for business development and tradeshows
• Coordinate and align GEM initiatives with External Affairs & Marketing
• Identify public sector funding /grants/ programs

Education/Certifications

• Bachelor’s degree or equivalent experience

 Experience/Minimum Requirements

• 7+ Years leading outside business development sales teams. Overlay experience is a plus
• Experience as a player/coach leadership positions
• Industry knowledge of telecommunications infrastructure such as Dark Fiber, WAN, and IP Technologies
• Understanding, experience or comparable knowledge of GEM industries and key components/contributors
• Understanding of healthcare industry with various software companies, adjacent business partners and digital evolution.
• Proficiency in Microsoft Office Suite
• Proficiency in Sales Force Automation and CRM applications

Other Skills/Abilities

• Leading through change and ambiguity
• Strong leadership skills with clear written and verbal communication
• Strong management skills
• Willingness to learn skills and industries
• Professional presentations and negotiations
• Strong understanding of state and federal contracting vehicles
• Ability to collaborate and work with internal departments (i.e. Sales, Operations, Billing, Engineering, Legal etc.)

Organizational Relationship

Reports to: Vice President, Government, Education & Medical

Title(s) of direct reports (if applicable):  Business Development Manager, Account Manager

Working Conditions: This role falls into our hybrid work model working in the office on Monday through Thursday.  On 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.  

Compensation Information: For New York, Colorado, California and Washington residents the hiring range offered for this position is $144,080 - $216,120. In addition to salary, employees are eligible for a sales commission plan and RSU. 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.