Principal, Senior Sales Manager

Zayo•Phoenix, AZ

1d•$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. This leader will execute team-selling initiatives, develop customer relationships, and drive sales of metro and national backbone solutions, data center connectivity, and corporate connectivity. The role provides coaching, leadership, and development to sales professionals and sales leadership within Zayo. The manager will guide the team toward monthly, quarterly, and annual sales goals and counsel team members throughout the sales process to drive opportunities to closure. The ideal candidate understands telecommunications and security and can manage large, complex deals using a consultative, trusted-advisor approach. This is a remote role open to applicants residing in the Phoenix area, with approximately 20–30% travel. 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 health insurance, life insurance, disability and 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.
Urgency and desire to accelerate results and career with Zayo Group Sales.
Ability to work effectively with diverse personalities, remain approachable, show respect, and communicate and present data effectively.
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 wavelengths solutions.
Consistent focus on results and goal achievement, with strong teamwork skills.
Ability to handle ambiguity and respond quickly to changes 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

Salesforce experience.

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 recruiting, hiring, and training for the team, including helping onboard new hires.
Work closely with Direct Sales and Product Groups.
Use coaching and technical sales expertise 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, the industry, and Zayo 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, in-person sales presentations demonstrating Zayo products and services.
Analyze customer requirements to determine how Zayo products and services can meet 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.