Principal Senior Sales Manager - U.S. Federal Civilian

Zayo Group•Remote - DC, DC

1d•$125,000 - $155,000•Remote

About The Position

Zayo is seeking a Principal, Senior Sales Manager to lead a team supporting U.S. Federal Civilian departments and agencies. The successful Principal, Senior Sales Manager will drive team selling initiatives that deepen agency relationships and grow sales of Zayo's metro and national backbone, secure connectivity, data center, cloud connectivity, and related infrastructure solutions. Our Principal, Senior Sales Manager, is responsible for coaching, leadership, and development of a team of Sales professionals and for providing sales leadership within Zayo. This role will drive the team to meet and exceed monthly, quarterly, and annual sales goals while guiding complex opportunities to closure. The ideal candidate understands telecommunications, cybersecurity, and the Federal acquisition environment and can lead large pursuits using a consultative, trusted advisor approach.

Requirements

Bachelor's degree or equivalent combination of education and experience.
Minimum of ten (10) years of experience selling telecommunications, network, cloud connectivity, cybersecurity, or related infrastructure solutions to the U.S. Federal Government, with significant Federal Civilian experience.
Demonstrated leadership through coaching, mentoring, pursuit leadership, cross-functional influence, or formal people management, with readiness to lead and develop a high-performing team.
Demonstrated success achieving sales goals, growing strategic accounts, developing qualified pipeline, and leading complex pursuits.
Thorough understanding of account management, strategic selling, opportunity qualification, and complex pursuit management.
Working knowledge of Federal acquisition, including fiscal-year budget cycles, FAR-based procurement, BPAs, IDIQs, GWACs, GSA MAS, NASA SEWP, and task-order processes.
Experience navigating complex solicitations and proposals with bid, contracts, legal, technical, and compliance teams.
Exceptional relationship-building and executive communication skills, with the ability to establish credibility with senior government and industry decision makers.
Strong financial and business acumen.
Demonstrates ethical leadership, integrity, and sound judgment, with a commitment to compliant and transparent business practices in Federal environments.
Strong organization and prioritization skills, with urgency, accountability, and the ability to navigate ambiguity in a fast-paced environment.
Strong understanding of telecommunications and digital infrastructure solutions, including Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, and Colocation, and knowledge of Federal Civilian trends such as hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience.
Proficiency with Microsoft Word, Excel, and PowerPoint; Salesforce or a comparable CRM platform preferred.
Must be eligible to satisfy and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements for assigned Federal programs.
Ability to travel approximately 30-50% of the time.

Responsibilities

Lead a team to generate sales revenue by actively promoting Zayo products and services across targeted Federal Civilian accounts.
Coach Sales representatives on strategic account planning, opportunity qualification, pipeline development, and complex Federal pursuits.
Oversee recruiting, hiring, onboarding, and training; partner with Sales Engineering, Product, and other teams to improve seller effectiveness and shorten sales cycles.
Lead Sell To, Sell Through, and Sell With strategies across the Federal Civilian market, building direct agency relationships while leveraging system integrators, contract partners, small businesses, and strategic technology partners to expand Zayo's market access and revenue.
Establish account strategies aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities.
Build senior relationships with agency IT, network, cybersecurity, procurement, and contracting stakeholders while protecting and expanding revenue.
Identify whitespace and new-logo opportunities across cabinet departments, independent agencies, and other Federal Civilian entities.
Guide sellers through the Federal opportunity lifecycle from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff.
Translate Federal budget, appropriations, and procurement cycles into actionable pursuit timing and account priorities.
Guide effective use of Federal contract vehicles, GWACs, IDIQs, BPAs, and agency-specific pathways with the appropriate internal teams.
Coordinate with Business Development, Bid Management, Contracts/Legal, Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success to improve win probability and customer outcomes.
Lead and participate in executive briefings, account reviews, customer presentations, and solution discussions.
Analyze customer requirements, competition, and emerging technologies to position Zayo for agency modernization, resilience, security, and connectivity priorities.
Maintain strategic account plans, customer activity, and opportunity data in Zayo's CRM and other reporting tools to support management reviews and operating discipline.
Develop accurate and timely forecasts of sales, pipeline, and churn opportunities.