Strategic Account Lead - Edge Solutions

Company: Crown Castle USA Inc
Location: Melville
Posted on: November 17, 2021

Job Description:

Company Summary Crown Castle works around the country to build and maintain the infrastructure behind the world's most revolutionary technologies. As the largest shared infrastructure provider in the United States, Crown Castle owns, operates and leases more than 40,000 cell towers, 80,000 small cells and over 80,000 route miles of fiber across every major US market. This nationwide portfolio of communications infrastructure connects cities and communities to essential data, technology and wireless service - bringing information, ideas and innovations to the people and businesses that need them. Crown Castle is a NYSE S&P 500 and Fortune 500 company and one of the largest Real Estate Investment Trusts in the United States with an enterprise value of approximately $85 billion. Position Title: Strategic Account Lead - 8E Position Summary This position is responsible for working with telecommunications-related market segments that are preparing for an initial market entry or an industry-wide technology migration, have a focused national deployment and have a need for the use of multiple Crown Castle assets and offerings. Specifically this posting will focus on the network edge encompassing dedicated edge providers, the internet leadership, cloud computing and hyperscale. Essential Job Functions * Develops company-wide strategy to maximize market share with new market entrants, event-based leasing opportunities (driven by technology migration, regulatory changes, new use cases for our assets) and customers who also could be considered a partner in jointly developing infrastructure * Develops strategies to shape industry, elevating and deepening the role Crown Castle plays in collaboration with Corporate Strategy, Public Affairs and other related internal organizations * Collaborates on the development of our organizational layout and facing strategy for internal stakeholders working within complex accounts with multiple or sometimes the same touch points or key contacts * Leads through a highly constructive approach to improving, promoting and advancing the company's business position * Facilitates material introductions and discussions at senior levels within target accounts * Conducts and collects customer and market research, interpreting customer intelligence and data trends * Identifies new business opportunities through creative and innovative thinking * Understands internal capabilities, aligning resources to fulfill identified business opportunities * Builds business cases including the modeling of risk and opportunity * Accountable for growth & achieving material strategic and/or revenue-based milestones within assigned market segments and key accounts * Develops persuasive value propositions and contract structures * Establishes technical trials and teaming agreements with customers and partners * Negotiates and closes proposals in leading as well as supporting capacity * Negotiates revenue-related commitments including master license agreements for use/access to Company assets, master services agreements for the company to provide professional services and build-to suit agreements for infrastructure development * Ensures intelligence sharing and collaboration by providing updates to cross-company stakeholders and conducting Senior level reviews with appropriate internal and key customer contacts * Supports cross-functional teams by identifying, coordinating and staying informed on capital investment opportunities with Corporate Development, emerging models & partnerships with Strategy & Business Development and technology evolution and development with Product Development Education/Certifications * Advanced Degree preferred Experience/Minimum Requirements * Minimum of Seven (7)+ years business influence experience * A valid driver's license is required * Experience within strategic segment is preferred Other Skills/Abilities * Superior sales, negotiation, persuasion and relationship management skills * Proven problem solver in complex scenarios * Exceptional oral and written communication skills * Excellent financial acumen and entrepreneurial attitude * Experience in customer facing roles influencing decision makers * Background in wireless/telecom industry * Command of financial drivers of business * Proven leadership experience * Ability to work independently Organizational Relationship Reports to: Director of Sales, Strategic Accounts Title(s) of direct reports (if applicable): N/A Working Conditions: Works in a normal office setting with no exposure to adverse environmental conditions. Must be willing to travel a minimum of 50% of time. Additional Information: N/A #LI-ST1

Keywords: Crown Castle USA Inc, New Haven , Strategic Account Lead - Edge Solutions, Other , Melville, Connecticut