Customer Account Manager-SLED

Zayo Group•Remote - CA, CA

2d•$75,390 - $107,700

About The Position

The Customer Account Manager-SLED leads post-implementation customer relationships, recurring-revenue strategy, and customer continuity for large and complex Public Sector and Education accounts, including state and local government agencies, K-12 school districts, higher education institutions, and related public-sector organizations. The role serves as a strategic customer partner and revenue steward, managing renewals, retention, churn risk, expansion opportunities, and complex customer requirements across Zayo’s services. Working closely with Sales and cross-functional partners, the Customer Account Manager aligns customer priorities, procurement requirements, funding cycles, and network needs with Zayo’s capabilities. The role requires strong SLED market knowledge and the ability to navigate complex procurement environments, including E-rate funding cycles, RFP/RFQ processes, state contract vehicles, cooperative purchasing programs, and education consortiums. The CAM translates market and procurement dynamics into proactive account, renewal, and growth strategies.

Requirements

Typically 6+ years of experience in Customer Retention, Strategic Account Management, Client Services, Sales, or a comparable customer-facing role; senior assignments typically require 8+ years.
Demonstrated success managing large, complex SLED accounts, including public-sector, government, education, K-12, higher education, or similarly procurement-intensive organizations.
Demonstrated experience managing complex, strategic, or high-revenue customer relationships with multiple stakeholders and extended buying cycles.
Demonstrated expertise in the E-rate program, including the ability to align Zayo services and customer strategies with E-rate funding cycles, eligible service categories, application timelines, and related procurement requirements.
Strong understanding of SLED procurement processes, including RFP/RFQ development, formal bid processes, state contract vehicles, cooperative purchasing programs, and education consortiums.
Familiarity with state and local government purchasing environments and the ability to navigate complex procurement, contracting, budgeting, and approval processes.
Advanced experience in renewals, retention, commercial negotiations, RFP/RFQ response, contract execution, and revenue preservation.
Strong understanding of churn, gross and net revenue retention, renewal performance, discount performance, and recurring-revenue management.
Executive-level communication, presentation, negotiation, and facilitation skills, with the ability to build credibility across customer stakeholders ranging from operational users to senior decision makers.
Strong analytical, organizational, project-management, and problem-solving skills, with the ability to manage complex timelines and multiple competing priorities.
Ability to work effectively across Sales, Sales Engineering, Finance, Legal, Operations, Service Delivery, Product, and other cross-functional teams.
Willingness and ability to travel based on customer and business needs.

Nice To Haves

Significant telecommunications / digital infrastructure experience preferred.
Bachelor's degree or equivalent experience in Business, Sales, Public Administration, Education, or a related field preferred.

Responsibilities

Develop and maintain strong operational, commercial, and executive relationships with Public Sector and Education customers and their account teams.
Develop multi-year account, renewal, and network plans informed by customer priorities, service needs, contract position, funding cycles, procurement timelines, competitive risk, and financial exposure.
Own revenue protection, churn management, renewal execution, and expansion strategy for assigned accounts.
Lead complex, multi-service, multi-location, or multi-year renewals, RFP/RFQ responses, and executive business reviews.
Develop and execute customer strategies aligned to E-rate funding cycles, eligible service categories, RFP timelines, budget cycles, and procurement requirements.
Identify and advance growth opportunities in partnership with Sales by understanding customer infrastructure needs, funding availability, upcoming procurements, technology initiatives, and service expansion opportunities.
Navigate and leverage state contract vehicles, cooperative purchasing programs, education consortiums, and other public-sector procurement mechanisms to support renewals and growth.
Manage material churn forecasts and mitigation plans while balancing customer outcomes with pricing discipline, contract terms, margin, capital recovery, and long-term account value.
Develop and negotiate save, replacement, portability, migration, network-redesign, relocation, decommission, and contract-restructuring strategies appropriate to the customer and procurement environment.
Provide senior commercial judgment on credits, ETL, portability, contract exceptions, rate increases, renewal pricing, and appropriate revenue treatment.
Coordinate complex customer requirements and decisions across Sales, Sales Engineering, Finance, Billing, Legal, Deal Management, Service Assurance, Service Delivery, Product, and Operations.
Serve as a knowledgeable customer advisor on Zayo services and their alignment to Public Sector and Education requirements, procurement processes, and funding programs.
Monitor changes in relevant funding, procurement, and market conditions and translate those changes into actionable account strategies.
Lead customer business reviews and executive engagements focused on service performance, business priorities, upcoming procurements, renewal readiness, funding opportunities, and future network requirements.
Mentor less-experienced CAMs and contribute to renewal playbooks, training, negotiation practices, and operating standards, particularly for Public Sector and Education accounts.