Principal, Sales Director U.S. SLED

Zayo Group

4d•$150,000 - $195,000•Remote

About The Position

Zayo is seeking a senior sales leader to lead a team supporting State, Local and Education (SLED) accounts. The role executes team-selling initiatives to develop customer relationships and sell metro and national backbone solutions, data center connectivity, and corporate connectivity. The successful candidate provides coaching, leadership, and development to sales professionals while driving the team to meet and exceed monthly, quarterly, and annual sales goals. The position also provides guidance throughout the sales process and applies a consultative, trusted-advisor approach to large, complex telecommunications and security deals. This is a remote position open to applicants residing in New Jersey, Kentucky, Maryland, Michigan, Indiana, Illinois, Virginia, Minnesota, Pennsylvania, Ohio, North Carolina, or Washington, D.C. The role requires approximately 30–50% travel. Estimated base salary is $150,000–$195,000 annually. Sales roles may be eligible for a sales incentive plan. The position may also be eligible for health, life, and disability insurance, retirement plans, and paid time off.

Requirements

Bachelor’s degree or equivalent from a four-year college, or an equivalent combination of education and experience.
At least 10 years of experience selling to State, Local and Education (SLED) accounts.
At least 5 years of demonstrated experience leading successful sales teams.
Strong financial acumen.
Demonstrated success and consistency in achieving sales targets.
Excellent verbal and written communication skills.
Strong customer service, relationship-building, and relationship-management skills.
Thorough understanding of account management and strategic selling.
Effective problem-solving, leadership, and interpersonal skills.
Excellent time-management and organizational skills.
Ability to work effectively with diverse personalities, remain approachable and respectful, and present data clearly.
Knowledge of Microsoft Word, Excel, and PowerPoint.
Understanding of Zayo’s value proposition and products and services, including Ethernet, OCN, IP Transport, Dark Fiber, Custom Access, and Colocation.
Knowledge of industry trends, cloud connectivity solutions, and infrastructure as a service.
Strong experience and demonstrated success selling dark fiber and wavelength solutions.
Consistent focus on results and goal achievement, with strong teamwork skills.
Ability to handle ambiguity and respond quickly to change in a fast-paced environment.
Comfort presenting to executive audiences and building confidence with senior decision-makers.
Ability to travel approximately 30–50% of the time.

Nice To Haves

Salesforce knowledge is a plus.

Responsibilities

Lead a team in generating sales revenue by promoting Zayo products and services to targeted accounts.
Coach sales representatives in selling Zayo products and services within their regional account patch.
Oversee recruiting, hiring, and training for the team, including helping onboard new hires.
Work with Direct Sales and Product Groups and use coaching and technical sales to drive deal closure, shorten sales cycles, and achieve sales objectives.
Present proposals and manage customers through the sales process.
Maintain customer relationships and secure existing revenue through long-term commitments.
Apply knowledge of customers, industries, and services to achieve revenue targets.
Identify, contact, and qualify potential customers.
Track, analyze, and report sales performance and activities using Zayo’s CRM and other reporting tools.
Develop accurate and timely forecasts of sales and churn opportunities.
Maintain customer activity records for sales and forecast reporting.
Provide accurate and timely information to management.
Coordinate with other departments to maintain customer satisfaction and meet revenue objectives.
Participate in creating and delivering high-level, face-to-face sales presentations about Zayo products and services.
Analyze customer requirements and determine how Zayo products and services can meet their needs and solve problems.
Monitor competitors and emerging technologies to position Zayo effectively in the marketplace.
Collaborate as part of a team while also working independently with minimal supervision.