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 ResponsibilitiesOwn and grow all BAU revenueBuild and execute account plans across all carriers (AT&T, T-Mobile, Verizon) as well as existing BAU accountsDrive 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 capturedSecure programmatic work vs. one-off projects - Maintain weekly in-person and high-touch client engagementGenerate and manage pipeline through bids, programmatic awards, and relationship-based pull-throughLead client communication through bid submission and coordinate handoff to OperationsAct as the primary conduit between client and OperationsCollaborate closely with the VP of Business Development on strategic meetings, major opportunities, account planning, market expansion, and high-level relationship managementPush internal teams (PMs/CMs) to strengthen relationships and drive additional work opportunitiesExpand presence in NorCal, SoCal, AZ, NV, WA, and ORGain a deep understanding of carrier organizational landscapes including VPs, Senior Directors, Construction PMs, organizational charts, annual spend, build plans, RFPs, and overall client strategyUnderstand the client's internal landscape and report meaningful insights back to leadershipRecognize saturated markets and push for strategic expansion Philosophy of the RoleYou are not managing accounts - you are growing themExecution creates opportunity - your job is to capture itIf you are not asking for work, you are leaving it on the table - PMs deliver the work - you turn that into more workConsistency beats intensity: follow-up winsSuccess in this role requires both strategic relationship development and disciplined operational follow-through Success MetricsBAU revenue growthIncreased direct-to-carrier awardsProgrammatic wins vs. one-off projectsExpansion across target geographiesPipeline visibility and forecast accuracy Activity Expectations5+ in-person meetings per week50-100 client touchpoints per weekMonthly presence in each carrier office at minimumTravel as neededAttendance at industry events and trade shows Tools, Systems, and Other RequirementsProficiency in HubSpot CRM preferredExperience using Salesloft for outreach and cadence managementStrong working knowledge of ZoomInfo for prospecting and organizational researchExperience with LinkedIn Sales Navigator is a strong plusAbility to maintain accurate pipeline tracking and account visibility