Strategic Account Manager, Enterprise Vertical Markets

About this role

POSITION TITLE: Strategic Account Manager (P5)
For more than three decades, Crown Castle has led the way in shared communications infrastructure, delivering profitable solutions by connecting communities, businesses, and people, and enabling each to thrive with reliable access to voice and data in more places, faster than ever before. When you join Crown Castle, you become part of a dynamic team of passionate and collaborative professionals engaging in complex challenges and contributing to projects that shape the future of life and work.

ABOUT THE ROLE
The Strategic Account Manager (SAM) is responsible for driving long-term growth within assigned industry verticals through a combination of strategic account management, market development, business development, and industry leadership.
This role serves as both a revenue-generating sales leader and a strategic market advisor, responsible for identifying emerging opportunities, cultivating executive relationships, developing go-to-market strategies, and increasing market presence within targeted segments. While the position carries revenue and quota accountability, success is measured equally by the individual's ability to build strategic relationships, develop market expertise, influence internal strategy, and create sustainable growth opportunities.
Experience selling to ISPs, hyperscalers, AI infrastructure providers, compute companies, cloud platforms, or large-scale digital infrastructure customers is required. We are also interested in candidates who have worked within those industries and can bring customer perspective, market knowledge, relationships, or business development experience that supports growth across enterprise vertical markets.
Key Responsibilities
Segment Strategy & Market Development

• Develop and execute growth strategies for assigned industry verticals.

• Identify emerging trends, market opportunities, competitive dynamics, and industry challenges.

• Create and maintain target account strategies and market development plans.

• Build ecosystem maps identifying key customers, partners, influencers, and industry stakeholders.

• Serve as the internal subject matter expert for assigned segments and provide market intelligence to leadership.

Enterprise Sales & Business Development

• Identify, qualify, and pursue new business opportunities within targeted markets.

• Develop and maintain executive-level relationships with strategic customers and industry stakeholders.

• Lead complex sales opportunities across multiple stakeholders and business functions.

• Create account expansion strategies that support long-term growth objectives.

• Maintain ownership of the sales process from opportunity development through contract execution.

Industry Leadership & Thought Leadership

• Represent the company at industry conferences, trade shows, customer events, and association meetings.

• Participate in industry working groups, panels, advisory boards, and networking events when appropriate.

• Build market awareness and strengthen company credibility within target segments.

• Share market trends, customer feedback, and competitive insights with internal stakeholders.

Cross-Functional Leadership

• Partner with Product, Marketing, Sales Engineering, Operations, Finance, Legal, and Executive Leadership teams to support segment growth initiatives.

• Serve as the voice of the customer and market within the organization.

• Influence go-to-market strategies, product positioning, and growth initiatives through customer and market insights.

• Lead cross-functional efforts supporting strategic customer pursuits and segment objectives.

Account Planning & Sales Management

• Develop strategic account plans for enterprise and strategic customers.

• Maintain accurate pipeline, forecasting, and account information within CRM systems.

• Drive accountability for opportunity progression and business development activities.

• Communicate market conditions, pipeline status, and growth opportunities to leadership.

WHAT YOU WILL NEED TO SUCCEED

• Bachelor's degree

• 5+ years of experience in enterprise sales, strategic account management, business development, or related commercial roles.

• Relevant experience in enterprise sales, strategic account management, business development, partnerships, or customer-facing roles involving ISPs, hyperscalers, AI infrastructure providers, compute companies, cloud platforms, connectivity, network infrastructure, or related digital infrastructure markets.

• Experience managing enterprise and strategic customer relationships.

• Demonstrated success generating pipeline, developing new business opportunities, and managing complex sales cycles.

• Strong executive communication and relationship-building skills.

• Experience developing account growth plans and go-to-market strategies.

• Ability to travel 50%+.

Preferred Qualifications

• Experience selling to, supporting, partnering with, or working within telecommunications infrastructure, ISP services, fiber, connectivity, wireless infrastructure, network services, data center services, hyperscaler, AI infrastructure, compute, cloud, or related technology markets.

• Existing relationships, industry network, or strong market familiarity with hyperscaler, AI, compute, cloud infrastructure, ISP, connectivity, or digital infrastructure decision-makers strongly preferred.

• Additional experience in adjacent industries—such as broadcast, energy, IoT, edge, cable, drones/UAS, satellite, or other emerging technology sectors—is a plus but not required.

• Experience participating in industry conferences, associations, advisory boards, panels, or thought leadership activities.

• Experience developing partnerships, ecosystem relationships, or industry alliances.
Organizational Relationship
Reports to: National Sales Director
Title(s) of direct reports (if applicable): N/A
Where You Will Work
This is a remote role (must be located in the U.S.)…