Business Development Manager, Government

Crown Castle Ltd; Phoenix (AZ); Hybrid; USD 148,000 - 203,000; Full time

Benefits offered by this job

Healthcare benefits

401(k) plan

Parental leave

Job summary

Crown Castle Ltd. is seeking a Business Development Manager, Government (P5) to drive sales in Federal, State, and Local Government sectors. You will lead opportunity identification, solutioning, and deal creation to achieve revenue targets and manage complex sales cycles.

The role requires building relationships with government decision-makers and cross-functional teams, utilizing CRM tools, and navigating government procurement channels. Travel up to 50%+ is expected.

Qualifications

• At least seven (7)+ years' telecom sales experience.
• Proven success in sourcing new business, negotiating deals, and hitting sales targets.
• Experience with government sales processes and contract vehicles preferred.
• Ability to translate customer needs into value-based solutions.

Responsibilities

• Implement sales strategies by analyzing client objectives, budgets, and competition to target government and education customers and strategic partners.
• Identify, qualify, and pursue opportunities through government procurement channels and contract vehicles (e.g., GSA, GWACs, IDIQs, BPAs).
• Manage the full sales lifecycle from lead generation to post-award transition.
• Build and maintain strong relationships with government decision-makers and procurement officers.
• Own the customer experience and translate customer pain points to cross-functional teams.
• Drive sales funnel management using structured processes and CRM tools.
• Monitor RFPs/RFIs and market trends to identify new opportunities.
• Experience in capture management, proposal development, and negotiation efforts.

Skills

Telecom sales

Government sales

Negotiation

Market intelligence

Strategic selling

Education

Bachelor’s Degree or equivalent experience

Tools

CRM tools

Job description

Position Title: Business Development Manager, Government (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

This role involves implementing sales strategies for Federal, State, and Local Government opportunities to grow incremental Leasing, Services, and Product offerings. It requires leading opportunity identification, creative solutioning, deal creation process, achieving Revenue and Budget targets. The individual must be an innovative, driven, self‑starting sales professional to drive revenue growth within complex sales cycles and contracts with Federal, State, and Local Government markets.

Essential Job Functions

• Implement sales strategies by analyzing client objectives, budgets, and competition to target government and education customers, and strategic partners.
• Identify, qualify, and pursue opportunities through government procurement channels and contract vehicles (e.g., GSA, GWACs, IDIQs, BPAs).
• Manage the full sales lifecycle, from lead generation and capture strategy through award and post‑award transition.
• Build, manage, and maintain strong relationships with government decision‑makers, procurement officers, and industry partners.
• Owns the customer experience, translates the customer pain points, escalations and actions to the cross functional team to deliver on expectations.
• Drive sales funnel management using structured, repeatable sales processes and CRM tools.
• Monitor RFPs, RFIs, and market trends to proactively identify new opportunities.
• Experienced in capture management, proposal development, and negotiation efforts.
• Continuously refine sales processes to improve efficiency, predictability, and scalability.
• Collaborate with various stakeholders and routinely update colleagues on sales trends, initiatives, and account progress.
• Stay informed on industry competitors and wireless technology developments, spotting risks and creating mitigation plans.
• Identify efforts to elevate and advance the company's presence in targeted areas.
• Interact with senior contacts (Managers, Directors & Vice Presidents) within target accounts and seek out new business opportunities.
• Match internal capabilities to identified business potentials and construct business cases, including risk and opportunity modeling.
• Foster strong consultative client relationships, based on trust, and satisfaction.
• Carry out additional duties as assigned.

Education/Certifications

• Bachelor’s Degree or equivalent experience

Experience / Minimum Requirements

• At least seven (7)+ years' telecom sales experience
• Proven success in sourcing new business, negotiating deals, and hitting sales targets
• Ability to apply market intelligence to guide sales strategies
• Advanced financial and business insight, adept at solving complex problems
• Preferred experience with Government sales process and strong pre-existing relationships

Expectations

• Proven experience in government sales or government procurement.
• Strong knowledge of government contracting processes and contract vehicles.
• Demonstrated success managing long, complex sales cycles.
• Process‑oriented mindset with the ability to build and optimize repeatable sales frameworks.
• Self‑motivated, innovative, and comfortable working independently in a fast‑paced environment.
• Ability to translate customer needs into value‑based solutions.
• Strong communication, negotiation, and relationship‑building skills.

Organizational Relationship

Reports to: National Sales Director

Title(s) of direct reports (if applicable): N/A

Where You Will Work

This role falls into our hybrid work model working in the office on Monday through Thursday with the expectation of on‑site collaboration with customers, teammates and stakeholders. Travel up to 50%+ is expected.

Your Company Benefits

At Crown Castle, we do our best to ensure you have access to the resources you need to live a healthy and happy life no matter where you are in life. Our benefits are built around your individual needs, covering physical, mental, and financial health and designed to enhance your quality of life. We are proud to offer a full suite of health and wealth benefits for you and your loved ones. Below are a few of the key highlights of the many benefits we provide.

• Comprehensive healthcare plans with highly company subsidized premiums and up to $2,000 annual company contribution to your Health Savings Account (HSA base plan for employee and dependents).
• Market-leading 401(k) plan, which includes up to 10% company contributions through our 5% match and 5% profit sharing program (based on employee contributions).
• New-child leave up to 8 weeks of 100% paid leave upon birth or legal adoption of a new child. Birth mothers are eligible for up to 8 weeks of additional 100% paid medical leave.
• Tuition reimbursement up to $5,250 per year of eligible tuition and fees.
• Crown Castle scholarship program awarding up to $10,000 per recipient each year for eligible dependent children of employees and interns.
• Matching charitable contributions to qualified charitable organizations of up to $1,000 per year per teammate.
• Generous paid time-off for eligible full‑time employees (minimum 18 days per year based on years of service).
• 10 company holidays plus 2 floating holiday.
• All offices provide free beverages and snacks.

Compensation

The salary range offered for this position is $147900 - $203400 annually. A candidate's offer is determined by various factors including but not limited to, depth of experience, role-related knowledge and skills, relevant education or training, internal alignment, and work location. Depending on the position offered, the compensation package may also include incentive compensation opportunities in the form of a discretionary annual cash bonus or commissions, and equity incentives.

Additional Information

Pursuant to the Los Angeles County and San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

This position will remain posted until filled.