Account Manager Recontracting

American Tower; Juneau (AK); On-site; USD 90,000 - 130,000; Full time

Job summary

American Tower is seeking an Account Manager, Recontracting to join our Sales team. You will develop lease proposals through analysis of contractual obligations to protect and grow revenue across a tolling portfolio.

You will negotiate lease renewals, manage transactions over $1M in initial term revenue, and collaborate with cross-functional teams to address admin, legal, and business concerns. This role requires strong communication and analytical skills, plus travel around 5%.

Qualifications

• Bachelor’s degree required.
• 5–7 years’ experience building strong customer relationships.
• 3+ years’ experience with contract negotiations and/or commercial sales.
• 3+ years’ analytical experience working with numbers.
• Project management experience preferred.
• Wireless industry experience preferred.
• Approximately 5% travel may be required in support of the position’s responsibilities.
• Strong written and oral communication skills, including the ability to present ideas and suggestions clearly and effectively.
• Ability to use Excel, Word, and Salesforce; ability to understand financial models and concepts.

Responsibilities

• Develop lease proposals while closing quarterly targeted quotas for assigned segment.
• Negotiate lease renewal terms with existing customers to improve profitability, mitigate churn risk, and ensure new agreements are in place prior to lease expiration.
• Manage multiple transactions in excess of $1,000,000 in initial-term revenue with our customers.
• Negotiate to drive solutions through project-specific financial negotiations; overcome customer objections and/or obstacles.
• Identify re-contracting opportunities through internal pipelines and other relevant reporting provided by management.
• Provide creative, optimal, and unified solutions when facilitating lease amendment activity for existing customers, while addressing administrative, legal, collocation and business concerns.
• Maintain a thorough knowledge of customer contracts, market-level agreements, and pricing guidelines so that customer agreement specifics, fees and pricing estimates can be calculated and communicated to customers.
• Establish and maintain strong relationships with customer contacts; resolve issues with a high level of customer service.
• Provide weekly, monthly, and quarterly forecast reports for all revenue-producing activity.
• Other duties as assigned.

Skills

Account management

Sales

Real estate

Contract negotiations

Analytical

Excel

Salesforce

Word

Education

Bachelor's degree

Tools

Excel

Salesforce

Word

Job description

The Team

We are seeking an Account Manager, Recontracting to join American Tower’s Sales team. The Recontracting team works with existing customers to protect and strengthen revenue through strategic renewal negotiations. Day to day you will develop lease proposals through comprehensive analysis of contractual obligations to drive increased tower portfolio value. As an Account Manager, you will partner cross-functionally to manage tenant relationships throughout the entire leasing process and ensure a unified approach to each negotiation.

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.

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.

What You Need to Succeed

• Bachelor’s degree required.
• Legal, finance, account management, sales, and/or real estate experience preferred.
• At least 5 to 7 years’ experience building strong customer relationships required.
• At least 3 years’ experience with contract negotiations and/or commercial sales required.
• At least 3 years’ analytical experience working with numbers preferred.
• Project management experience preferred.
• Wireless industry experience preferred.
• Approximately 5% travel may be required in support of the position’s responsibilities.
• Strong written and oral communication skills, including the ability to present ideas and suggestions clearly and effectively.
• Ability to use Excel, Word, and Salesforce; ability to understand financial models and concepts.
• 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

• Develop lease proposals while closing quarterly targeted quotas for assigned segment. Prepare and present written and verbal proposals/presentations to tenants, as needed.
• Negotiate lease renewal terms with existing customers to improve profitability, mitigate churn risk, and ensure new agreements are in place prior to lease expiration.
• Manage multiple transactions in excess of $1,000,000 in initial-term revenue with our customers.
• Negotiate to drive solutions through project-specific financial negotiations; overcome customer objections and/or obstacles.
• Identify re-contracting opportunities through internal pipelines and other relevant reporting provided by management.
• Provide creative, optimal, and unified solutions when facilitating lease amendment activity for existing customers, while addressing administrative, legal, collocation and business concerns.
• Maintain a thorough knowledge of customer contracts, market-level agreements, and pricing guidelines so that customer agreement specifics, fees and pricing estimates can be calculated and communicated to customers.
• Establish and maintain strong relationships with customer contacts; resolve issues with a high level of customer service.
• Provide weekly, monthly, and quarterly forecast reports for all revenue-producing activity.
• Other duties as assigned.