Strategic Account Manager

Description

Strategic Account Manager

Compensation

Base Salary: $85K - $115K


OTE: $150K - $195K

Role Overview

The Strategic Account Manager (SAM) will own and grow existing Business as Usual (BAU) revenue. This role is responsible for driving direct-to-carrier relationships, growing existing BAU accounts, securing programmatic work, and converting execution into repeatable, scalable revenue. This position will work in close collaboration with the Vice President of Business Development to support strategic account growth, high-level relationship development, program opportunities, and major deal execution.

Key Responsibilities

• Own and grow all BAU revenue
• Build and execute account plans across all carriers (AT&T, T-Mobile, Verizon) as well as existing BAU accounts
• Drive direct-to-carrier opportunities focused on selling Apex Site Solutions construction, electrical, and DAS services (New Site Builds, Mods, Small Cell, DAS, Power Upgrades, Generator Installs, Temp Solutions)
• Maintain relationships with BTS companies to ensure all job walk opportunities are being captured
• Secure programmatic work vs. one-off projects - Maintain weekly in-person and high-touch client engagement
• Generate and manage pipeline through bids, programmatic awards, and relationship-based pull-through
• Lead client communication through bid submission and coordinate handoff to Operations
• Act as the primary conduit between client and Operations
• Collaborate closely with the VP of Business Development on strategic meetings, major opportunities, account planning, market expansion, and high-level relationship management
• Push internal teams (PMs/CMs) to strengthen relationships and drive additional work opportunities
• Expand presence in NorCal, SoCal, AZ, NV, WA, and OR
• Gain a deep understanding of carrier organizational landscapes including VPs, Senior Directors, Construction PMs, organizational charts, annual spend, build plans, RFPs, and overall client strategy
• Understand the client's internal landscape and report meaningful insights back to leadership
• Recognize saturated markets and push for strategic expansion

Philosophy of the Role

• You are not managing accounts - you are growing them
• Execution creates opportunity - your job is to capture it
• If you are not asking for work, you are leaving it on the table - PMs deliver the work - you turn that into more work
• Consistency beats intensity: follow-up wins
• Success in this role requires both strategic relationship development and disciplined operational follow-through

Success Metrics

• BAU revenue growth
• Increased direct-to-carrier awards
• Programmatic wins vs. one-off projects
• Expansion across target geographies
• Pipeline visibility and forecast accuracy

Activity Expectations

• 5+ in-person meetings per week
• 50-100 client touchpoints per week
• Monthly presence in each carrier office at minimum
• Travel as needed
• Attendance at industry events and trade shows

Tools, Systems, and Other Requirements

• Proficiency in HubSpot CRM preferred
• Experience using Salesloft for outreach and cadence management
• Strong working knowledge of ZoomInfo for prospecting and organizational research
• Experience with LinkedIn Sales Navigator is a strong plus
• Ability to maintain accurate pipeline tracking and account visibility