Vice President Venues Business

ABOUT THE ROLE

The Vice President, Venue Business leads Arium's venue / distributed antenna system (DAS) business strategy and execution - which includes a portfolio of 150+ active, installed venues (major entertainment companies, premier sports venues, and college campuses) that generates material, critical annual cashflow for the company, together with the pursuit of new venue opportunities. This role holds full budget accountability for Arium's venue/DAS business, a distinct department and broad operating area encompassing real estate capital spend, account management and sales headcount, and P&L performance. and owns the health of the existing venue base and the growth of the venue pipeline and is accountable for building a team and operating model that is scalable and aligned directly with achievement of business goals and objectives. As a member of Arium's commercial leadership team, the VP also partners with carrier sales leadership to design and negotiate MNO partnership programs that secure Arium exclusive rights to pursue long-term rights at targeted venues.

WHAT YOU WILL DO

• Design and implement team structure, develop recommendations and implement the right specialization and incentives, and ensure the business is positioned to defend its existing revenue base while pursuing new growth in close partnership with key stakeholders such as the carrier sales organization.
• Own the performance, retention, and growth of Arium's 150+ existing venue relationships, ensuring account management practices protect the business against competitive churn at contract renewal.
• Identify and pursue expansion opportunities within the existing venue base, including cross-sell into other properties held by the same customers or their principals, and adjacent offerings (rooftops, towers, edge computing, private cellular, converged building automation).
• Lead pursuit and closing of new venue opportunities, securing real estate rights and carrying transactions through to anchor tenant / network build.
• MNO Partnership Programs: Collaborate with carrier sales leadership to design, propose, and negotiate MNO partnership programs, for both venue-funded and carrier-funded venue programs, that result in Arium securing exclusive rights to pursue long-term rights at designated venues. Jointly define program structure, target venue lists, funding and economic terms, and the scope and duration of exclusivity with each carrier; lead Arium's side of program negotiations; and convert program exclusivity into executed long-term venue agreements that meet Arium's return hurdles.
• Ensure the team secures venues and negotiates terms that allow Arium to meet its targeted and required return hurdles on invested capital; although the role holds no direct capital authority, its negotiated deal terms set the foundation for the return earned on each network investment.
• Own team structure, hiring, and compensation design recommendations for the venue business strategically planning for the typical cycle time (2 - 3 years) from hire to revenue.
• Build and lead a team of Directors of Real Estate, account managers, and sales representatives; move the team from a generalist, regionally organized model toward vertical specialization (e.g., hospitality, healthcare, gaming, sports, CRO).
• Lead the Sales Engineer function, ensuring strong technical sales support for the IT/RF-facing, often highly technical sales to venue owners.
• Partner with functional and cross-functional leadership to provide cohesive direction toward Arium goals. Work closely with the carrier (MNO) sales organization to ensure early and ongoing alignment on strategy and tactics, including the vetting of potential sales opportunities so that every pursued venue has carrier sponsorship and a realistic path to being sold to a carrier, avoiding investment in venues the carrier organization cannot ultimately sell. Coordinate with the Business Development Lead on carrier-sponsored program opportunities, including venues brought under MNO partnership programs, and hand off / receive venues appropriately.
• Communicate effectively with customers, potential customers, and external parties such as vendors, regulatory bodies, and municipalities.
• Prepare and present business status and results updates including pipeline, existing-account health, MNO partnership program status, and investment/return performance to the CCO, the CEO, and Board as required.

WHAT YOU WILL NEED TO SUCCEED

What Does Success Look Like

• Existing venue base retained through renewal cycles with minimal to no loss to competitors or venue sele-performance.
• Specialized teams, capable of defending existing accounts and pursuing new business.
• Demonstrated new-business pipeline growth sourced from RFPs, market-level sales efforts, and carrier-sponsored programs, each pursued only with Arium sales carrier sponsorship.
• MNO partnership programs (venue-funded and carrier-funded) executed with carrier partners, securing carrier exclusive rights to pursue designated venues, and converted into executed long-term venue agreements.
• Measurable cross-sell / expansion revenue from the existing venue base.

Required Experience and Qualifications

• Bachelor's degree.
• 15+ years of related experience, including 5+ years in a senior leadership role, acquired through accomplishments of applicable knowledge, duties, scope, and skills reflective of the level. Proven leadership experience in venue, DAS, small cell, or related wireless/real estate infrastructure sales and account management.
• Extensive senior leadership experience with proven ability to effectively lead large teams in the development and implementation of complex initiatives.
• Track record of building and leading a sales and/or account management team, including specialization and delegation, not solely individual production.
• Experience working with or alongside Mobile Network Operators (MNOs) and understanding of carrier sales processes and priorities.
• Demonstrated success structuring and negotiating complex commercial partnerships or programs with MNOs or other tier 1 counterparties, including exclusivity, funding, and economic terms.
• Experience operating successfully in an environment with long sales cycles (multi-year) and forward-looking staffing/pipeline planning.
• Strong executive presence; ability to engage and influence senior decision-makers internally and externally including large venue owners (entertainment companies, sports venues, universities) and their broader real estate organizations.
• Experience selling into or managing relationships with tier 1 real estate owners; ideally including sales or account management experience selling solutions such as building automation systems into the real estate vertical market.
• Experience with, or ability to quickly learn, adjacent wireless infrastructure and services offerings (rooftops, towers, edge computing, private cellular, converged building automation) is a plus.

Where you will work

This role falls into our hybrid work model, which is 2-days work from home (Friday and Monday) and 3-days in the office (Tuesday through Thursday) to optimize collaboration, relationship building and key stakeholder engagement and may require some travel as needed.

Compensation

The pay range offered for this position is $220,000 - $303,000 annually. A candidate's offer is determined by various factors including but not limited to, depth of experience, role-related knowledge and skills, relevant education or training, internal alignment, and work location. Depending on the position offered, the compensation package may also include incentive compensation opportunities in the form of a discretionary annual cash bonus or commissions, and equity incentives

YOUR COMPANY BENEFITS

At Arium Networks we do our best to ensure you have access to the resources you need to live a healthy and happy life no matter where you are in life. Our benefits are built around your individual needs, covering physical, mental, and financial health and designed to enhance your quality of life.

We are proud to offer a full suite of health and wealth benefits for you and your loved ones. Below are a few of the key highlights of the many benefits we provide.

• Comprehensive healthcare plans with highly company subsidized premiums and up to $2,000 annual company contribution to your Health Savings Account (HSA base plan for employee and dependents).
• Market-leading 401(k) plan, which includes up to 10% company contributions through our 5% match and 5% profit sharing program (based on employee contributions).
• New-child leave up to 8 weeks of 100% paid leave upon birth or legal adoption of a new child. Birth mothers are eligible for up to 8 weeks of additional 100% paid medical leave.
• Tuition reimbursement up to $5,250 per year of eligible tuition and fees.
• Arium Networks scholarship program awarding up to $10,000 per recipient each year for eligible dependent children of employees and interns.
• Matching charitable contributions to qualified charitable organizations of up to $1,000 per year per teammate.
• Generous paid time-off for eligible full-time employees (minimum 18 days per year based on years of service).
• 10 company holidays plus 2 floating holiday.