Senior Director, Business Development (Edge)

Job Description

The Team

We are seeking a Senior Director, Business Development to join our U.S. Tower Division's Sales & Marketing organization. Day to day, in alignment with our Edge Data Center strategy, you will drive engagement with our strategic account base. American Tower's Edge Data Center solution is an excellent opportunity for an entrepreneurial business development leader to partner with enterprise and cloud customers. In this role you will build key strategic partnerships and promote our data center solutions, aligning them with our strategic customers' specific network and product requirements. To be successful in this role you will partner closely with cross-functional teams, such as our product teams, to evolve our strategy while providing leadership and strategic direction for the business development team and ensuring customers' needs are met.

Responsibilities

What You Can Offer Us

• Oversee the new business opportunities lifecycle including sourcing opportunities, proposing and negotiating terms, and closing transactions.
• Drive strategic initiatives and partnerships with key enterprise and cloud customers, serving as the primary point of contact for high-stakes negotiations and executive-level engagements.
• Promote the edge data center strategy, ensuring alignment with customers' requirements and expectations.
• Work closely with internal product development teams to gather customers' insights and feedback.
• Collaborate on product evolution to enhance offerings based on market trends and customers' feedback.
• Develop and execute a comprehensive business development strategy that aligns with overall company goals, identifying new market opportunities and ensuring sustainable growth.
• Establish and manage a robust pipeline of strategic accounts, leveraging data-driven insights to prioritize efforts and allocate resources effectively.
• Develop and present to the executive leadership teams quarterly business reviews that outline progress against strategic goals, emerging opportunities, and risk mitigation strategies.
• Assist with developing business models and forecasts to inform strategic decisions and resource allocations.
• Collaborate with the Marketing team to develop activities and materials to support the overall Edge Data Center strategy to partner with key customers and partners and channel sales campaigns.
• Act as a key spokesperson for the company's Edge Data Center solutions, representing the organization at industry conferences, forums, and customer events.
• Oversee market analyses and competitive intelligence efforts to inform strategic decision-making and optimize the positioning of our Edge Data Center offerings.
• Other duties as assigned.

Qualifications

What You Need to Succeed

• Bachelor's degree or equivalent work experience required.
• A minimum of 12 years of professional sales experience, with at least 7 years in leadership roles within the data center space required.
• Customer Resource Management discipline, pipeline management, cold calling, and customer research skills required.
• Experience developing and executing strategic business plans that drive growth and profitability.
• Exceptional negotiation skills, with a track record of closing high-value deals and managing complex contracts. Experience building and leading cross-functional teams and fostering collaboration to achieve business objectives.
• Experience with Salesforce, Excel, and PowerPoint preferred.
• Business development and relationship management skills, including the ability to provide a consultative approach.
• Track record of achieving new business objectives with accurate forecast management discipline.
• Commercial and proposal development skills.
• Strong written and oral communication skills, including the ability to present ideas and suggestions clearly and effectively.
• Ability to work with different functional groups and levels of employees to achieve results effectively and professionally.
• Strong organizational skills; ability to accomplish multiple tasks within the agreed-upon time frames through effective prioritization of duties and functions in a fast-paced environment.
• Approximately50% travel may be required to support the position's responsibilities.

About Us

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. Come grow your career with us!

For more information about how American Tower is building a more connected world, visit americantower.com.

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.