Principal, Senior Sales Manager

Zayo•Denver, CO

1d•Remote

About The Position

Zayo is seeking a Principal, Senior Sales Manager to lead a team supporting medium and large enterprise accounts. The role drives team-selling initiatives, develops customer relationships, and sells metro and national backbone solutions, data center connectivity, and corporate connectivity. The manager provides coaching, leadership, and development to sales professionals and sales leadership within Zayo. They guide the team toward monthly, quarterly, and annual sales goals and counsel throughout the sales process to help close deals. The ideal candidate understands telecommunications and security and can manage large, complex deals using a consultative, trusted-advisor approach. This is a remote role considering applicants who reside in the Denver area. Travel is approximately 20–30% of the time. The estimated annual base salary range is $130,000–$156,000. Sales roles may be eligible for a sales incentive plan. The role 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 into large carrier accounts.
At least 5 years of demonstrated experience leading successful sales teams.
Strong financial acumen.
Demonstrated success and consistency in achieving targeted sales goals.
Excellent verbal and written communication skills.
Exceptional customer service and relationship-building and maintenance skills.
Thorough understanding of account management and the strategic selling process.
Effective problem-solving, leadership, and interpersonal skills.
Excellent time-management and organizational skills.
A sense of urgency and desire to accelerate results and career with Zayo Group Sales.
Ability to work effectively with a diverse group of personalities; be approachable, show respect for others, and communicate and present data effectively.
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.
Strong teamwork skills.
Ability to handle ambiguity and respond quickly to change in a fast-paced environment.
Comfort presenting to executive-level audiences and building confidence with senior decision-makers.
Ability to travel approximately 20–30% of the time.

Nice To Haves

Knowledge of Salesforce.

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 to a regional account patch.
Oversee the team’s recruiting, hiring, and training program, including helping onboard and train new hires.
Work closely with Direct Sales and Product Groups.
Use coaching and technical sales to drive deal closure, shorten sales cycles, and achieve sales goals and 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, timely forecasts for sales and churn opportunities.
Maintain records of customer activity for sales reporting and forecasting.
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 address their needs and problems.
Monitor the competitive landscape and emerging technologies to position Zayo in the marketplace.
Work collaboratively as part of a team while also performing independently with minimal supervision.