Commercial Account Executive

Zayo•Livermore, CA

3d•$58,660 - $83,800

About The Position

Zayo is seeking a Commercial Account Executive to identify, develop, and close new revenue opportunities in assigned geographic territories within its Commercial Enterprise Segment. The role combines new-customer prospecting with development of existing accounts, building long-term, multi-service customer relationships and achieving assigned new MRR and revenue growth targets. The successful candidate will create targeted account strategies and prospecting campaigns to engage decision-makers, uncover business and technology requirements, and position Zayo’s connectivity and infrastructure solutions. The role requires independently managing opportunities through the full sales cycle and coordinating internal resources. The ideal candidate brings an understanding of fiber infrastructure, transport, IP, SD-WAN, edge, and security services and uses a consultative, trusted-advisor approach. The position may be eligible for a sales incentive plan and certain benefits. The estimated annual base salary range is $58,660–$83,800 USD. Actual compensation may vary based on factors including location, experience, skills, certifications, and business needs. The posting will be active for a minimum of three days and will continue to extend by three days until the position is filled.

Requirements

Bachelor’s degree or an equivalent combination of education and relevant professional experience.
At least two years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure, or a related industry.
Demonstrated success prospecting for new customers, developing sales opportunities, and achieving sales or revenue targets.
Experience developing customer relationships beyond the initial sale and identifying additional revenue opportunities.
Working knowledge of telecommunications or network services and ability to develop proficiency across fiber infrastructure, transport, IP, SD-WAN, edge, and security services.
Ability to conduct effective discovery, understand customer business and technical requirements, and position solutions consultatively.
Ability to build relationships with decision-makers and influencers across customer organizations.
Experience managing opportunities through multiple stages of a B2B sales process, including discovery, qualification, proposal, negotiation, and close.
Strong prospecting and account-development skills, including experience with sales engagement technology such as SalesLoft.
Proficiency with Salesforce CRM or similar platforms and discipline in pipeline and forecast management.
Ability to learn and consistently follow the One Zayo Way sales process and its expectations for opportunity management, pipeline development, forecasting, and sales execution.
Strong verbal, written, presentation, and interpersonal communication skills.
Strong organizational and time-management skills, including the ability to manage multiple accounts and opportunities simultaneously.
Self-motivated, competitive, accountable, and coachable; able to work independently and collaborate effectively with internal teams.
Ability to travel as required to support customers and territory activities.

Responsibilities

Achieve and exceed assigned new MRR and revenue targets through acquiring new customers and developing additional sales opportunities within existing commercial accounts.
Develop and execute territory and account plans to identify high-potential prospects and customers and build a sustainable pipeline.
Use SalesLoft to execute targeted, personalized, multi-touch prospecting and customer engagement campaigns.
Conduct consistent outbound prospecting and prioritize organizations, contacts, and opportunities using an account-based approach.
Hold customer meetings to understand business and technology requirements and communicate Zayo’s value proposition.
Build relationships with decision-makers and influencers to uncover opportunities and support long-term account growth.
Recommend solutions from Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security portfolio using a consultative approach.
Manage opportunities through discovery, qualification, solution development, proposal, negotiation, and close, coordinating internal resources as needed.
Develop newly acquired customers into long-term, multi-service relationships and identify additional new MRR opportunities across locations, services, and business requirements.
Follow the One Zayo Way sales process and apply defined sales methodologies, tools, and best practices to qualification, pipeline management, customer engagement, and deal progression.
Maintain timely and accurate account, contact, and opportunity information in Salesforce.
Maintain a healthy, qualified pipeline and provide timely, accurate forecasts, including current opportunity stage, new MRR, close date, probability, and next steps.
Collaborate with Sales Engineering, Product, Operations, Marketing, and other internal teams to develop solutions, advance opportunities, and deliver a strong customer experience.
Build and maintain knowledge of Zayo’s network capabilities, products, assigned market, competitive environment, and customer needs.