Principal, Senior Sales Manager

Zayo•San Francisco, CA

19h•Remote

About The Position

Zayo is seeking a Principal, Senior Sales Manager to lead a team supporting medium and large enterprise accounts. The role executes team-selling initiatives to develop customer relationships and sell metro and national backbone solutions, data center connectivity, and corporate connectivity. It provides coaching, leadership, and professional development to sales professionals while supplying sales leadership across Zayo. The manager drives the team to meet and exceed monthly, quarterly, and annual sales goals, and guides customers and the team through the sales process to close deals. The successful candidate will bring a strong understanding of telecommunications and security and be able to manage large, complex deals using a consultative, trusted-advisor approach. This is a remote role for applicants residing in the San Francisco, San Jose, Oakland, or Sacramento metropolitan areas in California. Travel is approximately 20–30% of the time. The estimated base salary range is $130,000–$156,000 annually. Sales roles may be eligible for a sales incentive plan. The position may also be eligible for benefits including health, life, and disability insurance 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 range of personalities; approachability, respect for others, and effective data presentation and communication skills.
Knowledge of Microsoft Word, Excel, and PowerPoint.
Complete 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 react quickly to change in a fast-paced environment.
Comfort presenting to executive 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 across a regional account patch.
Oversee recruiting, hiring, and training for the team, including participating in onboarding new hires.
Work closely with Direct Sales and Product Groups.
Use coaching and technical sales expertise to close deals, 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, the industry, 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 management with accurate and timely information.
Coordinate with other departments to maintain customer satisfaction and meet revenue objectives.
Participate in creating and delivering high-level, face-to-face sales presentations demonstrating Zayo products and services.
Analyze customer requirements and determine how Zayo offerings can meet their needs and solve problems.
Monitor competitors and emerging technologies to position Zayo effectively.
Work collaboratively as part of a team while also performing independently with minimal supervision.