Senior Commercial Account Executive-1 (Dallas, TX)

Zayo Group•Dallas, TX

6d•$75,460 - $107,800

About The Position

Zayo is seeking a Senior Commercial Account Executive for its Commercial Enterprise Segment. The role identifies, develops, and closes new revenue opportunities within large, complex commercial accounts across an assigned geographic territory. The account executive prospects for new customers and develops relationships in existing accounts to uncover additional sales opportunities and build long-term, multi-service customer relationships. The role develops and executes strategic account plans and multi-threaded prospecting and customer-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 a consultative, trusted-advisor approach and independently coordinates internal and customer resources throughout the sales process. The position is based in Dallas, Texas, and requires travel as needed to support customers and territory activities.

Requirements

Bachelor’s degree or an equivalent combination of education and relevant professional experience.
At least five years of successful B2B sales experience; telecommunications, technology, network infrastructure, or a related industry is preferred.
Demonstrated success prospecting for new customers, developing accounts, and achieving or exceeding sales and revenue targets.
Experience developing and closing large, complex B2B opportunities involving multiple stakeholders, locations, products, or solution requirements.
Strong working knowledge of telecommunications and network infrastructure, including demonstrated 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 requirements into compelling solutions.
Ability to develop relationships with multiple customer decision-makers, technical stakeholders, and influencers.
Experience creating strategic account plans and executing targeted prospecting and account-development strategies for high-value prospects and customers.
Strong experience with SalesLoft or a similar sales engagement platform 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 a similar platform, including opportunity management, pipeline development, and sales forecasting.
Ability to execute the One Zayo Way sales process and maintain discipline in account planning, opportunity qualification, pipeline management, forecasting, and sales execution.
Business acumen to understand customer drivers, articulate business value, and communicate effectively 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 customers and developing sales opportunities in large, complex commercial accounts.
Develop and execute territory and account plans that prioritize prospects and customers based on market opportunity, network capabilities, customer requirements, and long-term growth potential.
Use SalesLoft to design and run personalized, multi-threaded engagement campaigns across customer personas, decision-makers, and influencers.
Identify and prospect high-value commercial accounts, developing initial opportunities that can lead to broader, multi-product relationships.
Build relationships with business leaders, technical decision-makers, and other customer stakeholders to identify needs and opportunities across locations, products, and business units.
Conduct discovery with business and technical stakeholders and translate customer objectives, network requirements, challenges, and initiatives into relevant solutions.
Position solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security portfolio using a consultative approach.
Manage complex opportunities involving multiple products, locations, stakeholders, and solution requirements, coordinating the technical, commercial, and operational resources needed to advance them.
Drive opportunities through discovery, qualification, solution development, business-case development, proposal, 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 sales methodologies, tools, and best practices to account planning, qualification, pipeline management, customer 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 accurate account, contact, activity, and opportunity information in Salesforce.
Coordinate with Sales Engineering, Product, Operations, Legal, Finance, Marketing, and other internal teams to develop solutions, resolve obstacles, and close complex opportunities.
Maintain knowledge of Zayo’s network capabilities, products, 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.