Crown Castle Fiber Head of Enterprise Sales - East in Boston, Massachusetts

Company Summary

Crown Castle works around the country to build and maintain the infrastructure behind the world’s most revolutionary technologies. Crown Castle owns, operates and leases more than 40,000 cell towers and over 60,000 route miles of fiber supporting small cells and fiber solutions 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 an S&P; 500 company and one of the largest Real Estate Investment Trusts in the United States with an enterprise value of approximately $60 billion

Job Description/Responsibilities

Crown Castle is seeking a sales professional with extensive industry, sales and management experience and knowledge which includes:

  • Directs and oversees multiple sales teams, where each team is led by a Manager, Director or Regional Head of Sales
  • Ability to mentor, coach and advance the development of each of the individual teams the VP oversees while upholding Crown Castle’s B3 values
  • Responsible for sales objectives and initiatives
  • Sets short and long-term sales strategies and evaluates effectiveness of current sales programs
  • Build relationships with existing Enterprise accounts; specifically, the ability to leverage existing relationships into new opportunities
  • Solution selling oriented with a strong technical knowledge of the industry and product set
  • Ability to create, offer and defend both technical and financial positions with executives of the company
  • Develop team to close opportunities and drive revenue to reach/exceed sales quota
  • Recommend product or service enhancements to improve customer satisfaction and sales potential
  • Serve on multiple internal teams as needed to develop / enhance the Sales organization
  • Work closely with other department’s leadership for the benefit of the company
  • Manage key customer expectations; participate in closing strategic opportunities and contribute to a high level of customer satisfaction
  • Experience utilizing a CRM to manage team sales tasks, pipeline and closing data

Job Knowledge

  • Proven Leadership experience within a broad geographical area
  • Ability to design and implement lead generation programs
  • Proven planning skills with demonstrated ability to identify resource requirements, plan appropriately for problems, and to lobby and rally management and external organizations for support
  • Must be recognized as a team player having the ability to influence peers and superiors to accept a point of view, adopt a specific agenda, or take a course of action to achieve Crown Castle’s goals
  • Superior customer care, entrepreneurial attitude and ownership of strategic accounts
  • Professional demeanor and poise, with the tenacity and perseverance to realize complex challenges, mandatory
  • Strong communications skills – verbal and written; heavy prospecting requirement
  • Self-Starter; possesses a hands-on, roll-up-your-sleeves work ethic
  • Strong analytical skills and comfort in solving problems that require complex technical or quantitative analysis
  • Ability to right size account decks and team personnel on an ongoing basis
  • Telecommunications or communications networking experience with emphasis on metropolitan area networking services; DWDM, Ethernet, IP, MPLS, Emerging Technologies (SD WAN, DDoS) etc.


  • Current Sales Management Experience

  • Minimum 7-10 years’ experience in telecommunications sales environment

  • Minimum 5 year of sales management experience

  • Ability to recruit and develop a professional sales force in a minimum period of time

  • Successful sales track record in vertical markets and/or strategic accounts

  • Must have a proven track record of building and executing sales strategies to penetrate, close, and manage business in accounts

  • Microsoft Office experience

  • CRM Tools

  • Bachelor’s degree (Graduate Degree Preferred)

  • Willingness to travel up to 50% of the time

Posting Location: MA - Boston, NY - New York City, PA - Philadelphia

# of openings: 1