Senior Account Manager - Federal Civilian

Zayo Group•Remote - DC, DC

1d•$90,000 - $110,000

About The Position

Zayo is seeking a Senior Account Manager - Federal Civilian to support existing and prospective U.S. Federal Civilian departments and agencies. This individual contributor role will develop strategic customer relationships and drive sales of Zayo's metro and national backbone, Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, Colocation, and related infrastructure solutions. The position is responsible for achieving sales and revenue growth targets through disciplined account management, prospecting, and complex Federal pursuit activities. The ideal candidate understands telecommunications, digital infrastructure, and the Federal acquisition environment and can manage large, complex opportunities using a consultative, trusted advisor approach.

Requirements

Bachelor's degree or equivalent combination of education and experience.
Minimum of ten (10) years of complex sales experience managing large or strategic account territories, with significant experience selling to the U.S. Federal Government and Federal Civilian departments and agencies.
Demonstrated success achieving sales goals, growing strategic accounts, developing qualified pipeline, and closing complex opportunities.
Working knowledge of Federal acquisition, including fiscal-year budget cycles, FAR-based procurement, BPAs, IDIQs, GWACs, GSA MAS, NASA SEWP, and task-order processes.
Experience navigating complex solicitations and proposals with bid, contracts, legal, technical, security, and compliance teams.
Strong understanding of account management, strategic selling, opportunity qualification, and complex pursuit management.
Exceptional relationship-building and executive communication skills, with the ability to establish credibility with senior government and industry decision makers.
Strong financial and business acumen.
Demonstrates strong ethics, integrity, and sound judgment, with a commitment to compliant and transparent business practices in Federal customer and procurement environments.
Strong organization and prioritization skills, with urgency, accountability, and the ability to navigate ambiguity in a fast-paced environment.
Strong interpersonal, collaboration, and problem-solving skills; approachable, respectful, and effective working across diverse internal and external stakeholders.
Strong understanding of telecommunications and digital infrastructure solutions, including Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, and Colocation.
Knowledge of Federal Civilian technology trends including hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience.
Proficiency with Microsoft Word, Excel, and PowerPoint; Salesforce or a comparable CRM platform preferred.
Must be eligible to satisfy and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements for assigned Federal programs.
Ability to travel as required by customers and assigned accounts.

Responsibilities

Generate sales revenue and achieve assigned growth targets by actively promoting Zayo products and services across targeted Federal Civilian accounts and prospects.
Develop and execute strategic account plans aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities.
Build and maintain senior relationships with agency IT, network, cybersecurity, procurement, and contracting stakeholders while protecting and expanding existing revenue.
Execute Sell To, Sell Through, and Sell With strategies by building direct agency relationships and leveraging system integrators, contract partners, small businesses, and strategic technology partners to expand Zayo's market access and revenue.
Identify whitespace, cross-sell, and new-logo opportunities across cabinet departments, independent agencies, and other assigned Federal Civilian entities.
Manage complex Federal opportunities from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff.
Translate Federal budget, appropriations, and procurement cycles into actionable pursuit timing, account priorities, and pipeline development activities.
Work with appropriate internal teams to leverage Federal contract vehicles and acquisition pathways, including GWACs, IDIQs, BPAs, GSA MAS, NASA SEWP, and task orders.
Coordinate with Business Development, Bid Management, Contracts/Legal, Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success to improve win probability and customer outcomes.
Lead and participate in executive briefings, account reviews, customer presentations, and solution discussions using a consultative, trusted advisor approach.
Analyze customer requirements, competition, and emerging technologies to position Zayo for agency modernization, resilience, security, cloud, and connectivity priorities.
Maintain strategic account plans, customer activity, opportunity data, and accurate forecasts in Zayo's CRM and other reporting tools to support management reviews and operating discipline.