About Us
At Cable One and our family of brands, we keep our customers and associates connected to what matters most. For our associates, that means a thriving and rewarding career, respect for the communities where they live and work, a focus on health and wellness, an excellent work/life balance, and an open and inclusive workplace.
Role Overview
The Connected Properties Sales Manager will lead the strategy, execution, and growth of Sparklight’s property-wide managed connectivity and data services business across multi-dwelling communities and large hospitality properties, including resorts, destination properties, hotel ownership groups, hotel management companies, large hotel chains, student housing, senior living, and other property-based environments.
This role is responsible for building and leading a consultative sales motion centered on the complete resident, guest, and property connectivity experience. The manager will develop the sales team, identify strategic opportunities, build relationships with key customer stakeholders, and coordinate internal resources from discovery and solution design through contracting, deployment, adoption, and expansion.
Key Responsibilities
Connected Properties Strategy & Sales Leadership
- Develop and execute the Connected Properties sales strategy, target-account priorities, territory approach, pipeline requirements, and growth plans across assigned markets
- Lead and develop Connected Properties Account Executives through clear expectations, field coaching, opportunity reviews, skill development, and consistent sales cadences
- Build a repeatable consultative sales motion that clearly differentiates managed connectivity and associated data services from traditional bulk cable modem and video agreements
- Provide regular updates to leadership on pipeline, forecast, performance, market activity, risks, and support needs
Market Development & Opportunity Identification
- Identify, qualify, and prioritize strategic opportunities across multi-dwelling communities, resorts, destination properties, hotel portfolios, student housing, senior living, and other property-based segments
- Develop market and account plans that target high-value properties, ownership groups, developers, operators, and management organizations
- Build executive relationships with property owners, developers, real estate investment organizations, property management companies, resort operators, hotel ownership and management groups, and other key stakeholders
- Represent Sparklight at customer meetings, property visits, industry events, and market-development activities
Consultative Solution Selling
- Ensure connected property solutions incorporate the appropriate data services, internet access, bandwidth, network architecture, resiliency, and service requirements needed to support the property-wide experience
- Lead a sales motion focused on in-unit and guest-room Wi-Fi, property-wide connectivity, data services, common areas, conference and amenity spaces, resident and guest onboarding, property operations, and portfolio-wide technology standards
- Guide discovery around managed Wi-Fi, internet access and data connectivity, centralized network visibility, staff networks, cameras, access control, amenities, IoT devices, smart-property technologies, and future connected-property needs
- Coach the team to position resident, guest, property, and business outcomes rather than individual products or technical features
- Lead deal strategy, executive presentations, business-case development, proposal positioning, commercial structure, negotiations, and internal approvals for complex opportunities
Pipeline, Forecasting & Performance Management
- Maintain accountability for prospecting, pipeline creation, opportunity progression, follow-up discipline, forecast accuracy, and execution against commitments
- Ensure accurate account, activity, opportunity, next-step, close-date, risk, and forecast information is maintained in Salesforce
- Develop and improve discovery standards, qualification criteria, playbooks, pricing guidance, proposal tools, and implementation handoff requirements
- Monitor customer needs, competitive approaches, technology trends, and field feedback to identify opportunities for improvement and growth
Customer Lifecycle & Expansion
- Support customer adoption, executive governance, retention, renewal, reference development, and portfolio expansion across MDU and hospitality properties
- Identify opportunities to expand managed connectivity and data services capabilities across additional properties, common areas, property operations, and connected-property use cases
- Promote a responsive, consistent customer experience aligned with Sparklight standards
Qualifications
- 5+ years of experience in B2B, enterprise, MDU, hospitality, broadband, managed services, networking, Wi-Fi, technology, commercial real estate sales, or a comparable consultative sales environment
- 2+ years of sales leadership, team-lead, or coaching experience preferred
- Demonstrated ability to lead complex sales cycles involving executive, operational, financial, technical, legal, and cross-functional stakeholders
- Experience building pipeline, inspecting opportunities, coaching sales behavior, and producing reliable forecasts through Salesforce
- Working knowledge of property-wide connectivity, managed Wi-Fi, wired and wireless networking, construction dependencies, implementation planning, or related technology solutions
- Strong financial and commercial acumen, including recurring revenue, total contract value, return considerations, and deal risk
- Excellent presentation, negotiation, written communication, organizational, and cross-functional leadership skills
- Experience with MDU, resort, hotel, hospitality portfolio, student housing, senior living, or bulk opportunities preferred
- Ability to travel as needed to support customers, property visits, field activity, and team development
