Key Account Manager

The Key Account Manager (KAM) is responsible for developing and executing strategic account plans, identifying and capturing new business opportunities, and driving revenue growth across assigned key customer accounts in Colombia. The role is accountable for positioning American Tower’s portfolio of infrastructure solutions, building long-term customer partnerships, and delivering sustainable commercial results.

The incumbent will develop a deep understanding of customers’ business objectives, operational priorities, and investment strategies, leveraging that knowledge to identify opportunities, create value-driven solutions, and coordinate cross-functional resources to achieve business goals. As a trusted advisor to key customers, the KAM will engage with senior stakeholders, navigate complex commercial negotiations, and influence strategic decisions that support mutual growth.

This role requires strong commercial acumen, a strategic mindset, and a solid understanding of the telecommunications and digital infrastructure market. The successful candidate will demonstrate leadership potential through executive relationship management, cross-functional collaboration, and the ability to drive long-term account growth, while building readiness for broader commercial leadership responsibilities.

• Build and maintain executive-level relationships across customer organizations, including C-suite, commercial, technology, and operations leaders.

• Develop and execute of multi-year account strategies aligned with customer business objectives, industry trends, and American Tower's growth priorities.

• Lead complex commercial opportunities including long-term agreements, strategic partnerships, and high-value negotiations requiring executive engagement and cross functional coordination.

• Maintain executive oversight of customer satisfaction, retention, and account profitability by proactively identifying risks, resolving issues, and driving sustainable growth opportunities.

• Present account strategies, financial performance, and growth opportunities to senior leadership through regular business reviews and strategic planning session.

• Meet or exceed key financial goals for assigned carrier or market segment (e.g. commenced new business, invested capital, total revenue).

• Develop and implement strategic account plans that drive American Tower's commercial objectives and strengthen long-term customer partnerships. Identify and cultivate new business opportunities through:

  • Consultative engagement with customers to understand their strategic priorities and operational needs.
  • Deep knowledge of American Tower's products, solutions, and value propositions.
  • Comprehensive understanding of industry trends, competitive dynamics, and market drivers.

• Conduct periodic executive business reviews with customer leadership and American Tower senior management to evaluate performance, address challenges, and align future priorities.

• Grow and maintain existing customer relationships within assigned customer or market segment.
  Collaborate effectively with Finance, Legal, Operations, and other internal stakeholders to develop innovative customer solutions and successfully execute commercial initiatives.

• Navigate internal governance processes to secure approvals, resources, and organizational support for strategic opportunities and customer commitments.

• Maintain deep understanding of customer decision-making processes, investment priorities, and infrastructure deployment strategies. Develop partnerships with other companies to further American Tower success in assigned accounts.

• Provide ongoing market intelligence and customer insights to senior leadership regarding competitive developments, emerging technologies, customer priorities, and new revenue opportunities.

• Protect and expand recurring revenue streams by proactively managing contract renewals, customer retention, and churn mitigation initiatives.

• Mentor and coach junior sales and account management professionals, sharing best practices and supporting their professional development.

• Demonstrate leadership potential through ownership of strategic initiatives, effective collaboration across the organization, and readiness for future people leadership responsibilities.

• Foster a high-performance commercial culture by promoting accountability, customer-centricity, continuous improvement, and knowledge sharing across the team.

• Bachelor’s degree required.

• MBA preferred.

• Proficiency in English is required.

• Experience in working with sales strategies accounts and solutions.

• 8+ years of progressive commercial, sales, business development, or account management experience.

• Experience in the telecom infrastructure industry is preferred; however, proven business and commercial leadership experience within other infrastructure sectors will also be considered.

• Excellent negotiation skills, proven track record of successfully pitching for new business increasing revenue through negotiations.

• Demonstrated success managing strategic or enterprise-level customer relationships.

• Demonstrated ability to engage, influence, and negotiate with senior executives both internally and externally.

• Strong understanding of financial modeling, investment analysis, business case development, and commercial returns.

• Proven ability to lead initiatives and achieve results through influence across matrixed organizations. Telecom infrastructure, digital infrastructure, technology solutions, or related industry experience preferred.

• Exceptional strategic and critical problem-solving skills to effectively influence decision-making in key negotiations; Ability to negotiate complex agreements and develop creative solutions.

• Demonstrated success in identifying and synthesizing customer needs into a concise, clear and influential presentation. Can teach others how to do so as well.

• Ability to work effectively across many internal functional groups to optimize product offerings, create seamless customer experience and resolve issues.

• Self-motivated; Able to work both independently to complete tasks and respond to department requests, as well as collaborating with others to utilize resources and knowledge in identifying high quality solutions.

• Excellent planning and financial skills; Ability to effectively manage business cases, financial targets, priorities to meet business requirements and deadlines in a dynamic and fast-paced environment.

• Excellent leadership skills; Ability to drive and motivate others to achieve results; Ability to influence and inspire action.

• Ability to drive work both independently toward the successful attainment of set goal and as part of a team to leverage input and knowledge base of others within the company in providing well rounded and thoughtful solution sets.

• Ability to identify key contacts for follow up; excellent ability to communicate project status updates to team and cross-functionally to ensure understanding.

• Excellent strategic and problem-solving skills to effectively influence decision making in key negotiations.

• Ability to utilize knowledge and experience to make key decisions that are in the best interest of the customer and the company.