Crown Castle

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National Channel Manager (Project Management)



Position Title:  National Channel Manager (P4)

Company Summary:

Crown Castle is the nation's largest provider of shared communications infrastructure: towers, small cells and fiber. Whenever you make a call, track a workout or stream music and videos, we're the ones providing the communications infrastructure that makes it possible to transform the way we live and work. 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.

 

Position Summary

The National Channel Manager (NCM) role is a dedicated resource to our National Partners, acting as a trusted advisor and valued business consultant. The NCM governs the overall relationship between the National Partner and Crown Castle, provides general administrative oversight, acts as an advocate of Crown Castle within the National Partner ecosystem, and acts as an advocate of the Partner within Crown Castle. S/he establishes deep relationships with key National Partner stakeholders, and in collaboration with the local channel team(s) provides and manages to jointly developed business objectives and action plans, aligns mutual resources, engages in strategic sales opportunities, and ultimately drives profitable revenue growth for Crown Castle through our National Partners. 

Responsibilities

  • Business Development:
    • Drive and enable partners to migrate under proper unified Crown Castle Agent Agreement
    • Responsible for creating, developing and managing joint business plan with assigned key initiatives and targeted sellers
    • Develop marketing and technological activities to support initiatives in the field
    • Review target sellers, align mutual resources, and support activity plan with leadership and Channel Managers from both Crown Castle and National Partner
    • Creates regular cadence for market-level reviews with Crown Castle Partner Channel Managers to ensure alignment and productivity
    • Assist with and monitor execution of field plan activities and local/regional events
    • Provide monthly activity execution updates to strategic partners and channel stakeholders
    • Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs)
    • Regularly identify opportunities for business plan enhancement, make changes accordingly, monitor for performance, repeat as necessary
    • Drive recruitment initiatives where applicable for underdeveloped markets and serve as an incubator for new, productive Agents for the Partner Channel Managers
    • Develop partner onboarding programs and strategies
    • Serves as the Chief Evangelist of the Crown Castle Value Message within assigned National Partners and their Agent ecosystems
    • Develop region level engagement strategies with Channel Leadership and Field resources
    • Develop and coordinate Partner Training and Onboarding Programs
  • Marketing Development:
    • Support and coordination of National Partner events for those national in scope and coordinate with regional CM's for regional/local events.
    • Ensure any onsite requirements are met (giveaways, banners, marketing material, etc)
    • Be prepared to speak or secure appropriate resources for any speaking engagements
    • Help negotiate and manage National Partner engagement agreements
  • General Strategic Partner Support:
    • Provide contacts and escalation path guidance for all areas of the business (presales, service delivery, post sales, commission inquiries/disputes, etc)
    • Product/solution/process/policy/tools education and/or guidance as necessary
    • Provide Rules of Engagement (RoE) guidance
    • Work with partner compensation team in identifying necessary actions to resolve issues
    • Provide oversight and direction to local CM team lead with strategic account requests
    • Ensure assigned National Partner(s) are maintaining contract compliancy
    • Engage in top strategic opportunities: Involvement with intimate knowledge of all opportunities $10K MRR and above
    • Engage in strategic renewal opportunities
    • Other duties and responsibilities as required

 

Education/Certifications

  • Bachelor's degree or equivalent experience preferred

 

Experience/Minimum Requirements

  • Five (5)+ years of experience working with industry specific National Channel Partners and VAR's
  • Seven (7)+ years selling WAN and IP Technologies
  • Working knowledge of WDM, Ethernet, Cloud Connectivity, IP, and other Fiber Optic services
  • Thorough understanding of account management and the strategic selling process
  • Effective problem solving and interpersonal skills
  • Knowledge of facilities-based fiber business
  • Proficiency in Microsoft Office Suite
  • Proficiency in CRM applications

Expectations

  • Strong prospecting, networking and business development skills
  • Strong written and verbal communication skills with an ability to present complex information in a clear and simple format
  • Self-motivated team player capable of working on a close-knit team
  • Strong presentation and negotiation skills
  • High ethical integrity
  • A constant example of modeling Crown Castle's B3 values.

 

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 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 NYC, Colorado, California and Washington state residents the hiring range offered for this position is $110,000 - $158,125 annually. In addition to salary, employees are eligible for a sales commission plan. 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:  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.

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

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