17 days old

National Channel Manager

Crown Castle
Charlotte, NC 28202
  • Job Code
    NATIO005689

At Crown Castle, we work around the country to build and maintain the infrastructure behind the world's most revolutionary technologies. Our portfolio of communications infrastructure (towers, small cells, fiber) connects cities and communities to essential data, technology, and wireless service - bringing information, ideas and innovations to the people and businesses that need them. As the nation's largest provider of communications infrastructure and with more than 5,000 employees across the country, we've been building the connections that people depend on for 25 years. 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 $110 billion.



Position Title: National Channel Manager-7E



Position Summary




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



Essential Job Functions


  • 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 associated

    • Develop marketing and technological activities to support initiatives in the field

    • Review target sellers and supporting activity plan with leadership and Channel Managers

    • Assist with and monitor execution of field plan activities

    • 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

    • Focus on adding incremental new selling Partners by working closely with strategic partners.

    • Develop partner onboarding programs and strategies

    • Develop region level engagement strategies with Channel Leadership

    • Develop and coordinate Partner Training Programs

    • Educate Partners on Crown Castles Emerging Services

    • Become a subject matter expert on Emerging Services product portfolio

    • Host initial sales conversations with Partners and customers to vet Emerging Service opportunities


  • Marketing Development:
    • Support and coordination of strategic partner events for those national in scope and coordinate with regional CMs for 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 strategic partner engagement agreements

  • General Strategic Partner Support:
    • Provide 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 strategic partner(s) are maintaining contract compliancy

    • Engage in top strategic opportunities: Involvement w/intimate knowledge of all opportunities $10K and above

    • Engage in strategic renewal opportunities

    • Other duties and responsibilities as required


Education/Certifications



  • Bachelors degree or equivalent experience preferred


Experience/Minimum Requirements



  • 5+ years of experience working with industry specific National Channel Partners and VARs

  • 7 or more 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

  • Proficiency in Microsoft Office Suite

  • Proficiency in CRM applications



Other Skills/Abilities



  • 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



Organizational Relationship



Reports to: TBD




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



Working Conditions: Works in a normal office setting with no exposure to adverse environmental conditions.




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 contractors legal duty to furnish information. 41 CFR 60-1.35(c)

Sales





Posted: 2021-09-11 Expires: 2021-10-10
Sponsored by:
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National Channel Manager

Crown Castle
Charlotte, NC 28202

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