Address
Form of workPosition Title: Vertical Market Manager - Government and Public Safety (P4)
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.
Position Summary
Responsible for working with the Senior Manager, Vertical Market Strategy to lead the ongoing growth and development of the government and public safety sector, and other assigned segments. The Vertical Market Manager shall develop and lead the company's overall strategy within assigned vertical market segments to ensure our assets go to market in a manner that maximizes awareness, economic value and leverages the full strength of our offerings through industry influence, productization, and segment programs.
Responsibilities
• Assess the total (serviceable) addressable market opportunity in assigned market segments
• Establish overarching objectives through segment expertise, quarterly updates, marketing partnerships, and education of internal/external partners
• Personally manage senior-level relationships in top existing accounts (top 20% per segment) and emerging opportunities to manage relationships but also move up-market for greater influence
• Participate in related industry associations, conferences and working groups
• Develop an understanding of the customer's business model and how our assets and commercial terms can be maximized, including the development of pricing and business terms, which include monthly revenue and additional services (e.g., "off the shelf" offerings)
• Develop strategies for next-level account ownership and field level execution with Regional Sales Managers, ensuring consistency in the implementation of segment sales strategy
• Work towards achieving preferred provider status with customers resulting in an increased customer-spend or optimal market share by Vertical
• Bundle the use of multiple assets (tower, small cell, fiber, edge and services)
• Reach successful outcomes by working with internal stakeholders to balance and understand implications of cash, GAAP, credit risk, legal, operational, and administrative burdens while leaving and creating secondary selling opportunities
• Introduce proactive proposals that solve customer problems, increase market-share, and add or manage assets we wouldn't otherwise receive
• Gather intelligence, share information and make recommendations to internal stakeholders based on your segment ownership
• Maintain visibility to key customer activity to ensure forecast accuracy in CRM thus understanding overall segment growth
• Collaborate with cross-functional teams to ensure our company's level of customer-commitment is demonstrated
Expectations
Education/Certifications
Experience/Minimum Requirements
Organizational Relationship
Reports to: Senior Manager Vertical Strategy
Title(s) of direct reports (if applicable): N/A
Working Conditions: This role falls into our hybrid work model working in your assigned office approximately 60% of the time (3 days per week) and where you do your best work 40% (2 days per week). There is an expectation of collaboration with teammates and stakeholders for moments that matter that could require travel.
Compensation: For NYC, Colorado, California and Washington state residents the hiring range offered for this position is $103,840 - $149,270 annually. In addition to salary, employees are eligible for a sales commission plan and RSU Eligible. 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.
Additional Information: N/A
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)
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.
Position Summary
Responsible for working with the Senior Manager, Vertical Market Strategy to lead the ongoing growth and development of the government and public safety sector, and other assigned segments. The Vertical Market Manager shall develop and lead the company's overall strategy within assigned vertical market segments to ensure our assets go to market in a manner that maximizes awareness, economic value and leverages the full strength of our offerings through industry influence, productization, and segment programs.
Responsibilities
• Assess the total (serviceable) addressable market opportunity in assigned market segments
• Establish overarching objectives through segment expertise, quarterly updates, marketing partnerships, and education of internal/external partners
• Personally manage senior-level relationships in top existing accounts (top 20% per segment) and emerging opportunities to manage relationships but also move up-market for greater influence
• Participate in related industry associations, conferences and working groups
• Develop an understanding of the customer's business model and how our assets and commercial terms can be maximized, including the development of pricing and business terms, which include monthly revenue and additional services (e.g., "off the shelf" offerings)
• Develop strategies for next-level account ownership and field level execution with Regional Sales Managers, ensuring consistency in the implementation of segment sales strategy
• Work towards achieving preferred provider status with customers resulting in an increased customer-spend or optimal market share by Vertical
• Bundle the use of multiple assets (tower, small cell, fiber, edge and services)
• Reach successful outcomes by working with internal stakeholders to balance and understand implications of cash, GAAP, credit risk, legal, operational, and administrative burdens while leaving and creating secondary selling opportunities
• Introduce proactive proposals that solve customer problems, increase market-share, and add or manage assets we wouldn't otherwise receive
• Gather intelligence, share information and make recommendations to internal stakeholders based on your segment ownership
• Maintain visibility to key customer activity to ensure forecast accuracy in CRM thus understanding overall segment growth
• Collaborate with cross-functional teams to ensure our company's level of customer-commitment is demonstrated
Expectations
- Strong commercial awareness with Vertical wireless industry knowledge specific to government agencies utilizing tower infrastructure to deploy their wireless and wireline networks
- Direct experience working with integrators who support federal, state entities such as first responders and law enforcement through strategic engagement
- Must have experience supporting Federal Agencies and State and Local Agencies with their infrastructure needs to include, but not limited to, RFP response, deployment strategy, and deployment partnership opportunities
- Excellent communication (written and verbal) and presentation skills with overall responsiveness to a customer within a 24-hour turnaround
- Proven record of effectively negotiating agreements and contracts
- Consultative, solutions/applications, proactive based selling ability with non-linear thinking / calculated risk taking within a decision framework
- Entrepreneurial spirit with the flexibility to adapt to any situation or environment with success-driven (internal drive) to win more for the customer, team, and self
- Proven ability to establish effective relationships with customers at all levels
- Proven leadership skills in a team environment, proven ability to achieve positive outcome through influence
- Knowledge of the financial drivers of our business and that of Wireless Service providers
- Experience with sales in wireless/telecommunications infrastructure industry
- Superior knowledge of MS Office (Word, Excel, PowerPoint, etc.)
- Excellent time management skills
- Ability to effectively manage relationships internally and externally
- Strong collaboration, innovation, distillation, and customer management
- Pragmatic, grounded approach to sales leadership requirements leading to strong conflict resolution and internal feedback loop
Education/Certifications
- Bachelor's Degree in Business or related field required
Experience/Minimum Requirements
- Minimum five (5) years wireless experience preferred
- Existing relationships with current customer base
- Experience in negotiating contracts
- A valid driver's license is required
Organizational Relationship
Reports to: Senior Manager Vertical Strategy
Title(s) of direct reports (if applicable): N/A
Working Conditions: This role falls into our hybrid work model working in your assigned office approximately 60% of the time (3 days per week) and where you do your best work 40% (2 days per week). There is an expectation of collaboration with teammates and stakeholders for moments that matter that could require travel.
Compensation: For NYC, Colorado, California and Washington state residents the hiring range offered for this position is $103,840 - $149,270 annually. In addition to salary, employees are eligible for a sales commission plan and RSU Eligible. 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.
Additional Information: N/A
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)
