Connected Properties Sales Manager

This is a fully remote position, open to applicants in Arizona.

📋 Description

• Formulate and implement the sales strategy for Connected Properties, including target-account priorities, territorial approaches, pipeline necessities, and growth initiatives within designated markets.

• Mentor and guide Connected Properties Account Executives through setting expectations, providing field coaching, conducting opportunity reviews, enhancing skill sets, and maintaining sales rhythms.

• Create a consistent consultative sales process for managed connectivity and related data services.

• Deliver leadership updates regarding pipeline status, forecasts, performance metrics, market activities, potential risks, and required support.

• Identify, evaluate, and prioritize strategic opportunities within property-based segments.

• Formulate market and account plans aimed at high-value properties, ownership groups, developers, operators, and management organizations.

• Establish executive relationships with property owners, developers, investment firms, property management entities, resort operators, hotel chains, and other key stakeholders.

• Represent Sparklight at customer engagements, property tours, industry conferences, and market development initiatives.

• Ensure that solutions encompass suitable data services, internet connectivity, bandwidth, network architecture, resilience, and service specifications.

• Lead consultative sales activities concerning Wi-Fi, property-wide connectivity, data services, communal areas, conference spaces, amenities, onboarding, operations, and portfolio-wide standards.

• Facilitate discovery processes around managed Wi-Fi, network visibility, staff networks, surveillance systems, access control, amenities, IoT devices, and smart-property technologies.

• Guide the team to emphasize resident, guest, property, and business outcomes.

• Direct deal strategies, executive presentations, business case development, proposal positioning, commercial structuring, negotiations, and securing internal approvals.

• Maintain accountability for prospecting, pipeline development, opportunity advancement, follow-ups, forecast accuracy, and execution.

• Ensure the accuracy of account details, activities, opportunities, next steps, close dates, risks, and forecast data in Salesforce.

• Create and refine discovery standards, qualification criteria, playbooks, pricing guidelines, proposal tools, and implementation transition requirements.

• Monitor customer demands, competitive tactics, technology trends, and feedback from the field.

• Assist in customer adoption, executive governance, retention efforts, renewal processes, reference development, and portfolio growth.

• Identify opportunities for expansion across properties, communal areas, operations, and connected-property applications.

• Foster a responsive and consistent customer experience that aligns with Sparklight standards.

⛳️ Requirements

• Over 5 years of experience in B2B, enterprise, MDU, hospitality, broadband, managed services, networking, Wi-Fi, technology, commercial real estate sales, or a similar consultative sales environment.

• More than 2 years of sales leadership, team leadership, or coaching experience is preferred.

• Proven capability to manage complex sales cycles involving executive, operational, financial, technical, legal, and cross-functional stakeholders.

• Experience in building pipelines, evaluating opportunities, coaching sales practices, and delivering reliable forecasts using Salesforce.

• Practical knowledge of property-wide connectivity, managed Wi-Fi, wired and wireless networking, construction dependencies, implementation planning, or related technological solutions.

• Strong financial and commercial insight, including understanding recurring revenue, total contract value, return considerations, and deal risks.

• Exceptional skills in presentation, negotiation, written communication, organization, and cross-functional leadership.

• Experience with MDU, resort, hotel, hospitality portfolios, student housing, senior living, or bulk opportunities is preferred.

• Willingness to travel as necessary to support customers, property visits, field activities, and team development.

🏝️ Benefits

• A fulfilling and rewarding career.

• Respect for the communities where associates reside and work.

• Emphasis on health and wellness.

• Excellent work/life balance.

• An open and inclusive workplace.