Principal, Senior Sales Manager

Zayo Group • San Francisco, CA

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 drives team-selling initiatives and customer relationships to sell metro and national backbone solutions, data center connectivity, and corporate connectivity. It provides coaching, leadership, and professional development for Sales professionals while driving the team to meet and exceed monthly, quarterly, and annual sales goals. The manager also guides the sales process and helps move complex opportunities to closure 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 to participate in a sales incentive plan.

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, relationship-building, and relationship-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 growth.
• Ability to work effectively with a diverse range of personalities; be approachable and respectful; 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 react quickly to change 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 knowledge is a plus.

Responsibilities

• Lead a team in generating sales revenue by promoting Zayo products and services to a targeted account base.
• Coach Sales representatives in selling Zayo products and services within their regional account patch.
• Oversee the team’s recruiting, hiring, and training program, including participating in onboarding new hires.
• Work 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 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, and maintain customer activity records for 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 identify how Zayo products and services can meet customer 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 individually with minimal supervision.

Benefits

• Excellent health insurance
• Dental insurance
• Vision insurance
• 401(k) savings plan
• Paid time off
• Paid parental leave
• The position may also be eligible for life insurance, disability and retirement plans, and a sales incentive plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior