Senior Commercial Account Executive

Zayo Group•Remote - AZ, AZ

4d•$75,460 - $107,800

About The Position

Zayo is seeking a Senior Commercial Account Executive to identify, develop and close new revenue opportunities within large and complex commercial accounts across assigned geographic territories in its Commercial Enterprise Segment. The role combines prospecting for new customers with strategically developing existing accounts to uncover additional opportunities and build long-term, multi-service customer relationships. The position develops and executes strategic territory and account plans and multi-threaded prospecting and engagement campaigns to reach decision-makers, influencers and technical stakeholders. It is accountable for assigned new MRR and revenue growth targets through strategic prospecting, account development and complex solution selling. The successful candidate brings an understanding of Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security services and a record of developing and closing complex opportunities spanning multiple products, locations, stakeholders and requirements. The role uses a consultative, trusted-advisor approach and independently coordinates internal and customer resources throughout the sales process.

Requirements

Bachelor’s degree or an equivalent combination of education and relevant professional experience.
At least five years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure or a related industry.
Demonstrated success prospecting for new customers, developing accounts and achieving or exceeding sales and revenue targets.
Experience developing and closing large, complex B2B sales opportunities involving multiple stakeholders, locations, products or solution requirements.
Strong working knowledge of telecommunications and network infrastructure, with knowledge of Fiber Infrastructure, Transport, IP, SD-WAN, Edge and/or Security services.
Ability to conduct sophisticated discovery with business and technical stakeholders and translate customer objectives and requirements into compelling solutions.
Ability to develop relationships with multiple customer decision-makers, technical stakeholders and influencers.
Experience developing strategic account plans and executing targeted prospecting and account-development strategies for high-value prospects and customers.
Experience using SalesLoft or similar sales engagement platforms for targeted, multi-persona prospecting and customer engagement campaigns.
Ability to independently manage complex opportunities through qualification, solution development, proposal, negotiation and close.
Strong proficiency with Salesforce CRM or similar platforms, including opportunity management, pipeline development and forecasting.
Ability to execute the One Zayo Way sales process with discipline in account planning, opportunity qualification, pipeline management, forecasting and sales execution.
Business acumen to understand customer business drivers, articulate business value and communicate with technical and business audiences.
Excellent verbal, written, presentation, negotiation and interpersonal communication skills.
Strong organizational and time-management skills, including the ability to prioritize and manage multiple large accounts and complex opportunities.
Self-motivated, competitive and accountable, with the ability to work independently and coordinate cross-functional resources.
Ability to travel as required to support customers and territory activities.

Responsibilities

Achieve and exceed assigned new MRR and revenue targets by acquiring new customers and developing additional opportunities within large, complex commercial accounts.
Develop and execute strategic territory and account plans that prioritize prospects and customers based on market opportunity, network capabilities, customer requirements and potential for long-term new MRR growth.
Use SalesLoft to create and execute personalized, multi-threaded engagement campaigns across multiple personas, decision-makers and influencers.
Prospect proactively into high-value commercial accounts and develop wedge opportunities that establish Zayo and create a foundation for broader, multi-product relationships.
Build relationships with customer business leaders, technical decision-makers and influencers to understand priorities and identify opportunities across locations, products and business units.
Conduct discovery with business and technical stakeholders and translate customer objectives, network requirements, challenges and future initiatives into relevant Zayo solutions.
Position consultative solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio.
Develop and manage complex opportunities involving multiple products, locations, stakeholders and solution requirements, coordinating technical, commercial and operational resources.
Drive opportunities through discovery, qualification, solution development, business-case development, proposal, commercial negotiation and close.
Develop newly acquired customers into long-term, multi-service relationships and identify opportunities to expand Zayo’s presence and generate additional new MRR.
Follow the One Zayo Way sales process and apply defined methodologies, tools and best practices to account planning, qualification, pipeline management, engagement and deal progression.
Maintain a healthy, qualified pipeline and provide accurate, timely forecasts, including current opportunity stage, new MRR, close date, probability, customer commitments and next steps.
Maintain timely and accurate account, contact, activity and opportunity information in Salesforce.
Collaborate with Sales Engineering, Product, Operations, Legal, Finance, Marketing and other internal organizations to develop solutions, remove obstacles and close complex opportunities.
Maintain knowledge of Zayo’s network capabilities, product portfolio, competitive environment, assigned markets and emerging customer requirements.
Share best practices and market insights with the Regional Enterprise organization and contribute to disciplined prospecting, collaboration and sales execution.