Company Description
Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 141,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.
Zayo is seeking a Senior Commercial Account Executive to be responsible for identifying, developing and closing new revenue opportunities within large and complex commercial accounts across assigned geographic territories in Zayo’s Commercial Enterprise Segment. The successful candidate will prospect for new customers while strategically developing relationships within existing accounts to identify additional sales opportunities and grow customers into long-term, multi-service relationships.
The Senior Commercial Account Executive will develop and execute strategic account plans and multi-threaded prospecting and customer engagement campaigns designed to reach multiple decision-makers, influencers and technical stakeholders within target accounts. The position is responsible for achieving assigned new MRR and revenue growth targets through strategic prospecting, account development and complex solution selling.
The ideal candidate has a strong understanding of Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security services and demonstrated success developing and closing complex opportunities involving multiple products, locations, stakeholders and customer requirements. The successful candidate will apply a consultative, trusted-advisor approach, independently orchestrate internal and customer resources throughout the sales process, and develop relationships that create sustained opportunities for new MRR growth.
Responsibilities:
- Achieve and exceed assigned new MRR and revenue targets through the acquisition of new customers and development of additional sales opportunities within large and complex commercial accounts.
- Develop and execute strategic territory and account plans that prioritize high-potential prospects and customers based on market opportunity, network capabilities, customer requirements and potential for long-term new MRR growth.
- Leverage SalesLoft to design and execute targeted, multi-threaded account engagement campaigns across multiple personas, decision-makers and influencers, using personalization, sequencing and engagement insights to penetrate complex accounts, generate meetings and create new sales opportunities.
- Proactively identify and prospect into high-value commercial accounts, developing wedge opportunities that establish Zayo within the customer and create a foundation for broader, multi-product relationships.
- Build and maintain relationships with multiple customer stakeholders, including business leaders, technical decision-makers and influencers, to understand organizational priorities and uncover opportunities across locations, products and business units.
- Conduct effective discovery with business and technical stakeholders to understand customer objectives, network requirements, challenges and future initiatives and translate those needs into relevant Zayo solutions.
- Apply a consultative and trusted-advisor approach to develop and position solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio.
- Develop and manage large and complex opportunities involving multiple products, locations, stakeholders and solution requirements, effectively coordinating the technical, commercial and operational resources required to advance the opportunity.
- Drive opportunities through the entire sales process, including discovery, qualification, solution development, business-case development, proposal, commercial negotiation and close.
- Develop newly acquired customers into long-term, multi-service relationships, continually identifying opportunities to expand Zayo’s presence and generate additional new MRR.
- Follow the One Zayo Way sales process and consistently apply Zayo’s defined sales methodologies, tools and best practices to account planning, opportunity qualification, pipeline management, customer engagement and deal progression.
- Maintain a healthy, appropriately qualified pipeline and provide accurate and timely forecasts in accordance with One Zayo Way expectations, ensuring opportunity stage, new MRR, close date, probability, customer commitments and next steps accurately reflect the current status of each opportunity.
- Maintain timely and accurate account, contact, activity and opportunity information in Salesforce, providing clear visibility into account strategy, pipeline development and deal progression.
- Collaborate and coordinate effectively across Sales Engineering, Product, Operations, Legal, Finance, Marketing and other internal organizations to develop solutions, remove obstacles and successfully close complex opportunities.
- Maintain strong knowledge of Zayo’s network capabilities, product portfolio, competitive environment, assigned markets and emerging customer requirements to effectively identify and position new sales opportunities.
- Share best practices and market insights with other members of the Regional Enterprise organization and contribute to a culture of disciplined prospecting, collaboration and sales execution.
Qualifications:
- Bachelor’s degree or equivalent combination of education and relevant professional experience.
- Minimum of five (5) years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure or a related industry.
- Demonstrated success prospecting for new customers, developing accounts and consistently achieving or exceeding assigned sales and revenue targets.
- Proven experience developing and closing large, complex B2B sales opportunities involving multiple customer stakeholders, locations, products or solution requirements.
- Strong working knowledge of telecommunications and network infrastructure, with demonstrated knowledge of Fiber Infrastructure, Transport, IP, SD-WAN, Edge and/or Security services.
- Demonstrated ability to conduct sophisticated discovery with business and technical stakeholders, understand customer objectives and translate requirements into compelling solutions.
- Proven ability to multi-thread within customer organizations, developing relationships with multiple decision-makers, technical stakeholders and influencers.
- Experience developing strategic account plans and executing targeted prospecting and account-development strategies against high-value prospects and customers.
- Strong experience using SalesLoft or similar sales engagement platforms to execute targeted, multi-persona prospecting and customer engagement campaigns.
- Demonstrated ability to independently manage complex opportunities through the complete sales process, including qualification, solution development, proposal, negotiation and close.
- Strong proficiency with Salesforce CRM or similar platforms, with demonstrated discipline in opportunity management, pipeline development and sales forecasting.
- Ability to consistently execute the One Zayo Way sales process and demonstrate strong discipline around account planning, opportunity qualification, pipeline management, forecasting and sales execution.
- Strong business acumen with the ability to understand customer business drivers, articulate business value and effectively communicate with both technical and business audience.
- Excellent verbal, written, presentation, negotiation and interpersonal communication skills.
- Strong organizational and time-management skills with the ability to prioritize and manage multiple large accounts and complex opportunities simultaneously.
- Self-motivated, competitive and accountable, with demonstrated ability to operate independently while effectively orchestrating cross-functional resources.
- Ability to travel as required to support customers and territory activities.
Estimated base salary range: $62,600 - $83,500 CAD/annually.
