Principal, Senior Sales Manager

Zayo Group•Denver, CO

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 executes team-selling initiatives to develop customer relationships and sell metro and national backbone solutions, data center connectivity, and corporate connectivity. The position provides coaching, leadership, and development to sales professionals and sales leadership across Zayo. It drives the team to meet and exceed monthly, quarterly, and annual sales goals, and provides guidance throughout the sales process to move 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; applicants residing in the Denver area will be considered. Travel is approximately 20–30% of the time.

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 and consistent success achieving sales targets.
Excellent verbal and written communication skills.
Exceptional customer service and relationship-building and 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 desire to accelerate results and career with Zayo Group Sales.
Ability to work effectively with diverse personalities, be approachable and respectful, and present data effectively.
Knowledge of Microsoft Word, Excel, and PowerPoint; Salesforce knowledge is a plus.
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, with strong teamwork skills.
Ability to handle ambiguity and anticipate and quickly react to changes 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 helping onboard new hires.
Work with Direct Sales and Product Groups and use coaching and technical sales to drive closures, shorten sales cycles, and achieve sales objectives.
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 achieve revenue targets.
Identify, contact, and qualify potential customers.
Track, analyze, and report sales performance and activities in 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, face-to-face sales presentations about Zayo products and services.
Analyze customer requirements and determine how Zayo products and services can meet their 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.