Principal, Senior Sales Manager

Zayo Group•Irvine, CA

2d•$130,000 - $156,000•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 and customer relationships to sell metro and national backbone solutions, data center connectivity, and corporate connectivity. The manager provides coaching, leadership, and professional development to sales professionals, and leads the team toward monthly, quarterly, and annual sales goals. The successful candidate will guide the sales process from proposal through close, using a consultative, trusted-advisor approach to complex telecommunications and security deals. This is a remote role for applicants residing in the Irvine metro area in California. The position requires approximately 20–30% travel.

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 large carrier 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-maintenance skills.
Thorough understanding of account management and strategic selling.
Effective problem-solving, leadership, and interpersonal skills.
Excellent time-management and organizational skills.
A sense of urgency and a desire to accelerate results and career growth.
Ability to work effectively with diverse personalities, show respect, 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.
Strong teamwork skills and a consistent focus on results and goal achievement.
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 20–30% of the time.

Nice To Haves

Salesforce knowledge.

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 helping onboard and train new hires.
Work with Direct Sales and Product Groups to drive sales through coaching and technical sales, shorten sales cycles, and achieve sales goals.
Present proposals and guide customers through the sales process.
Maintain customer relationships and secure existing revenue through long-term commitments.
Apply knowledge of customers, the industry, and Zayo services to meet 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 timely and accurate 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 presentations on Zayo products and services.
Analyze customer requirements and recommend how Zayo products and services can meet needs and solve problems.
Monitor competitors and emerging technologies to position Zayo effectively in the marketplace.
Work collaboratively as part of a team while also performing independently with minimal supervision.