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The Team

We are seeking a Director Business Development—Strategic Accounts to join American Tower’s U.S. Tower division’s Strategic Accounts team within the Sales and Marketing organization. The Strategic Accounts team manages key customer relationships, develops the overall account and commercial strategy, and drives related sales. Day to day you will drive growth and expand business opportunities through customer engagement, relationship management and expansion, opportunity identification, market analyses, and proposal development. The incumbent will position American Tower’s (“ATC”) entire portfolio of products and services, using knowledge of customers’ business and operational needs. As a Director you will lead across key ATC organizations to develop appropriate customer solutions that achieve targeted financial performances.

What You Need to Succeed

• Bachelor’s degree or equivalent experience required; MBA preferred.

• Between 7–10 years of wireless industry, large account management, and new business development experience required.

• Business development, negotiation, and commercial sales experience.

• Ability to identify highly nuanced development opportunities based on comprehensive knowledge of both internal and external positions.

• Thorough knowledge of the customer’s site development and decision-making s.

• Experience influencing internal and external key stakeholders/executives.

• Ability to lead cross-functional teams with a unified vision to achieve yearly and multi-year objectives.

• Approximately 50% travel may be required to support the position’s responsibilities.

• Strong written and oral communication skills, including the ability to present ideas and suggestions clearly and effectively.

• Ability to work with different functional groups and levels of employees to effectively and professionally achieve results.

• Strong organizational skills; ability to accomplish multiple tasks within the agreed upon timeframes through effective prioritization of duties and functions in a fast-paced environment.

What You Can Offer Us

• Uncover profitable new business opportunities using:

• Consultative dialogue with customers to understand their business objectives and competitive positioning;

• Thorough understanding of ATC’s offerings and value propositions; and

• Overall understanding of market drivers for assigned national customer or market segments.

• Meet or exceed key financial goals for assigned national carrier (e.g., commenced new business, invested capital, total revenue).

• Maintain alignment with Product and Strategy teams to share customer feedback and ensure alignment on account/product strategy execution.

• Build new and maintain existing relationships within assigned account to uncover new opportunities.

• Develop and maintain internal relationships with key internal functional areas; utilize internal relationships to gather input and knowledge to develop creative solutions that drive results.

• Carry out the internal sales process to obtain approvals, reviews, and support for your deals.

• Develop partnerships with other companies to further success with assigned accounts.

• Develop strategic large deal opportunities through an understanding of customer needs/requirements in the field and driving deal concept through headquarters.

• Other duties as assigned.

American Tower is a global digital infrastructure company serving customers through tower sites and other real estate solutions that support connectivity and opportunity, focused on achieving our vision of Building a More Connected World. Our success is rooted in the potential of our people and the power of local teams at our offices and sites across 25 countries.

We are one of the largest global Real Estate Investment Trusts (REITs) and a publicly traded (NYSE:AMT), Fortune 500 Company headquartered in Boston, Massachusetts. The next decade will be an exciting time as we evolve our infrastructure to meet tomorrow’s needs and position our people to elevate their impact, their potential, and our shared success. Come grow your career with us!

For more information about how American Tower is building a more connected world, visit americantower.com.

American Tower is proud to be an equal opportunity employer and will not discriminate against an applicant or employee based on age, sex, sexual orientation, gender identity, race, color, creed, religion, national origin or ancestry, citizenship, marital status, familial status, disability, military or veteran status, genetic information, pregnancy, reproductive decisions, or any other characteristic protected under applicable law.

Requisition ID : 1046