American Tower Senior Manager Strategic Accounts in Woburn, Massachusetts


The Senior Manager, Strategic Accounts is accountable for developing new business opportunities and driving commenced new business for an assigned national customer. The incumbent will position and sell American Tower’s entire portfolio of products and services by understanding the customer’s business and operational needs and leading key internal teams to develop appropriate solutions that achieve targeted financial performance. The incumbent must have strong working knowledge of the wireless industry. The position will be located in Woburn, MA.

*ESSENTIAL DUTIES:* * Align with Strategic Account Director to meet or exceed key financial goals for assigned national customer (e.g., commenced new business, invested capital, total revenue) * Aid in developing the overall account strategic sales plan to building a stronger customer relationship * Aid in uncovering profitable new business opportunities with Strategic Director by using: * Consultative dialogue with customers to understand their business objectives * Thorough understanding of internal offerings and value propositions * Overall understanding of market drivers for assigned national customer or market segment * Support new business initiatives and important customer messaging with a unified sales approach based on the strategic account sales plan * Develop periodic strategic account presentations with senior leadership * Grow and maintain existing customer relationship to ensure best-in-class quality service for all holistic and bulk approval processes * Develop and maintain relationships with all key internal functional areas to ensure alignment with assigned national customer * Simplify reporting and automate processes across all product platforms * Carry out the internal sales process to obtain approvals, reviews, and support for deals * Maintain a thorough knowledge of the customer’s site development and decision making processes * Develop analytics to measure, assess and report progress of a targeted campaign to show success v. failure for the Company and customer * Communicate customer’s pain points to, and craft solutions with, the Strategic Director.

* * *OTHER:* Other duties as assigned.


*QUALIFICATIONS:* * Strong strategic and critical problem solving skills to effectively influence decision-making in key negotiations; ability to negotiate complex agreements and develop creative solutions * Demonstrated success at identifying and synthesizing customer needs into a concise, clear and influential presentation. * Ability to work effectively across many internal functional groups to optimize product offerings, create a seamless customer experience and resolve issues via developed analytics tools. * Self-motivated; able to work both independently to complete tasks and respond to department requests and with others to utilize their resources and knowledge to identify high quality solutions. * Excellent planning skills; ability to effectively simultaneously manage priorities across multiple product lines and varying complexities to meet requirements and deadlines in a dynamic and fast paced environment. * Strong leadership skills; ability to drive and motivate others to achieve results * Ability to drive work both independently and as part of a team, towards the successful attainment of set goals determined by senior leadership. * Strong relationship-development skills resulting in long-term, mutually beneficial client relationships. * Ability to identify key contacts for follow up; excellent ability to communicate project and status updates to team and cross-functionally to ensure understanding.

_ _ _EDUCATION AND EXPERIENCE:_ * Bachelor’s degree required; MBA or advanced degree preferred * Between 5–7 years wireless industry experience with large account management and new business development experience required * Experience running a process and being a change agent in an organization strongly preferred


100% performed in climate-controlled internal office environment working under normal office conditions. Approximately 50% travel will be required in support of the position’s responsibilities.

While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands and fingers to feel and handle, reach with arms and hands, talk and hear. While performing the duties of this job, the employee frequently is required to stoop, kneel and crouch, lift weight or exert a force up to a maximum of 25 pounds.


We are a dynamic organization in a rapidly changing industry. Accordingly, the responsibilities associated with this job will change from time to time in accordance with business needs. More specifically, the incumbent may be required to perform additional and/or different responsibilities from those set forth above.

The above declarations are not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job.

The incumbent must be flexible as there may be workweeks that require more than 40 hours to ensure the position’s expectations and responsibilities are met.

American Tower (the “Company”) is an equal opportunity employer and is committed to a diverse workforce. The Company is committed to a policy of equal employment and will not discriminate against an applicant or associate based on his or her age, sex, sexual orientation, gender identity, race, color, creed, religion, national origin or ancestry, citizenship, marital status, familial status, physical or mental disability, handicap, military or veteran status, genetic information, pregnancy or any other category protected under federal, state or local law, regulation or ordinance.

In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans’ Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process can contact us at (617) 587-7911 for assistance.

Job: *Sr Mgr Strategic Accounts

Title: Senior Manager Strategic Accounts

Location: MA-Woburn

Requisition ID: 17000089