Director Federal Government Sales at Crown Castle in Herndon, Virginia

Posted in General Business 16 days ago.

Type: Full-Time

Job Description:

Company Summary

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 $70 billion.


Position Title:Director Federal Government Sales- 9E



Job Description/Responsibilities

Crown Castle is seeking a sales leader with extensive Federal Government Vertical experience with the following job responsibilities;

  • Directs and oversees a Regional Sales team focused specifically on the Federal Government Vertical

  • Responsible for setting and implementing sales objectives and initiatives

  • Sets short and long-term sales strategies and evaluates effectiveness of current sales programs

  • Facilitates the development of the sales team in building relationships with existing Federal agencies, System Integrators and other channels like SBA assisting in the ability to leverage existing relationships into new opportunities

  • Trains sales team in solutions selling methodology

  • Develop team to close opportunities and drive revenue

  • Recommend product or service enhancements to improve customer satisfaction and sales potential

  • Defines territory and acts as an escalation point for sales team and customers

  • Provides accurate sales forecasts

  • Leads team through the on-going goals and performance management process

Job Knowledge

  • Proven Leadership experience

  • Works closely with Marketing and Inside Sales on 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 Federal Gov’t accounts

  • Professional demeanor and poise, with the tenacity and perseverance to realize complex challenges and assist the sales team in meeting those challenges producing an effective outcome for Crown Castle Fiber.

  • Requires a professional demeanor with strong communications skills – verbal and written; heavy prospecting requirement

  • Self-Starter

  • Telecommunications or communications networking experience with emphasis on metropolitan area networking services; SONET, DWDM, Ethernet, IP etc.



  • Recent Sales Management Experience in the Federal Vertical

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

  • Minimum 5 year of sales management experience in Federal space

  • 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 required




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