Enterprise Account Executive (Information Technology)

Position Title: Enterprise Account Executive (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 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.

Role 

The Enterprise Account Executive is responsible for developing customer relationships and driving sales within an assigned set of accounts, both existing and prospective. This position will focus on developing and executing complex large account sales strategies. Such strategies include building c-level relationships, working with procurement organizations, negotiating master services agreements, and developing new opportunities with multiple departments within each of the assigned accounts. The Enterprise Account Executive will understand how to develop customer-centric solutions that include complex network designs. The will also, collaborate with local sales teams to build local relationships, achieve quotas, and keep our clients satisfied and engaged with our products and services. A successful candidate will have the capability to quickly learn Crown Castle's product set and differentiators, develop sales targets, network with peers, professionally and consistently engage with customers, and strategically close new business. A demonstrated ability to succeed in an autonomous environment is key to this role.

Responsibilities 

• Achieves assigned sales quota in designated and new national accounts.
• Generate sales revenue by actively promoting Crown Castle products and services to assigned accounts.
• Demonstrates strategic thinking, analysis, and insights to cultivate an account planning strategy to achieve sales goals, both with existing customers and prospect acquisition.
• Promote and manage sales campaigns targeted to increase new market share across named accounts delivering strong influence/selling skills across the entire sales cycle including opportunity analysis, account discovery, proposition presentation, objective handling, and offer negotiation.
• Schedule, and lead face-to-face professionally created sales presentations to cross-functional C-level executives and senior leadership, that communicate the benefits of Crown Castle's products and services using knowledge of the customer, and the industry.
• Persist in the face of obstacles by collaborating with multiple cross-functional internal teams to design and implement effective solutions and proposals.
• Cultivate strong relationships with decision makers and influencers within accounts to drive sales while also maintaining and building customer relationships to drive customer retention.
• Work with internal teams to ensure operational efficiencies and service levels that exceed customer expectations through a strong customer service orientation with excellent follow up ensuring revenue objectives are met.
• Ability to work collaboratively as a part of a team while concurrently performing as a high achieving individual contributor with minimal supervision.
• Generate additional opportunities to drive revenue by building and maintaining relationships throughout the industry.
• Maintain timely and accurate account and opportunity information in CRM system.
• Provide accurate sales forecasts.
• Travel to account customer and prospects locations as needed

 Expectations  

• Strong prospecting, networking and business development skills
• Excellent verbal and written communication skills
• Self-motivated team player capable of working on a close-knit team
• Strong presentation skills
• Strong negotiation skills
• High ethical integrity
• Knowledge of facilities-based fiber business

Education/Certifications  

• Bachelor's degree or equivalent experience preferred

Experience/Minimum Requirements  

• 5 or more years selling WAN and IP Technologies to Fortune 1000 Enterprise accounts
• Proven experience selling to and maintaining Fortune 1000 accounts
• Working knowledge of WDM, Ethernet, Cloud Connectivity, IP, and managed wide area network and security services
• Thorough understanding of account management and the strategic selling process
• Effective problem solving and interpersonal skills
• Proficiency in Microsoft Office Suite
• Proficiency in CRM applications

Organizational Relationship  

 Reports to: Fiber Sales Director 

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

Working Conditions: This role falls into our hybrid work model working in the office Tuesdays, Wednesdays, and Thursdays.  On Mondays and 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. 

The salary range offered for this position is $86,880-$119,460 annually. A candidate's offer is determined by various factors including but not limited to, depth of experience, role-related knowledge and skills, relevant education or training, internal alignment, and work location.  Depending on the position offered, the compensation package may also include incentive compensation opportunities in the form of a discretionary annual cash bonus or commissions, and equity incentives. 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 a minimum of 18 days of paid time off each year and 12 paid holidays throughout the calendar year. 

Additional Information: Pursuant to the Los Angeles County and San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Engage with customers face to face at their workplace or off-site location. Subject to local and state eligibility, a pre-employment background check will be conducted for criminal convictions, including misdemeanors and felonies related to violence or possession of weapons. 

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) Sales