Principal, Senior Sales Manager

Zayo Group•Phoenix, AZ

2d•$130,000 - $156,000•Remote

About The Position

Zayo is seeking a Principal, Senior Sales Manager to lead a sales 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 development to sales professionals while driving the team to meet and exceed monthly, quarterly, and annual sales goals. The manager also guides the sales process through closure and provides sales leadership within Zayo. The ideal candidate understands telecommunications and security and can manage large, complex deals using a consultative, trusted-advisor approach. This is a remote role that will consider applicants residing in the Phoenix area. The position includes travel 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 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 five 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.
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 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 wavelength solutions.
Consistent focus on results and goal achievement, with strong teamwork skills.
Ability to handle ambiguity and anticipate and respond quickly 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 to 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 to drive deal closure, shorten the sales cycle, and achieve sales goals and objectives.
Present proposals and manage customers through the sales process.
Maintain customer business relationships and secure existing revenue through long-term commitments.
Apply knowledge of customers, the industry, and services to achieve revenue targets.
Identify, initiate contact with, 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 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 demonstrating Zayo products and services.
Analyze customer requirements and determine how Zayo products and services can address their needs and problems.
Monitor competitors and emerging technologies to position Zayo effectively in the marketplace.
Work collaboratively as part of a team while also performing individually with minimal supervision.