Senior Commercial Account Executive - San Antonio, TX

Zayo Group•Remote - TX, TX

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 new-customer prospecting with strategic development of existing accounts to create long-term, multi-service customer relationships and achieve assigned new MRR and revenue growth targets. The position develops strategic account plans and multi-threaded prospecting and customer-engagement campaigns to reach multiple decision-makers, influencers, and technical stakeholders. The successful candidate applies a consultative, trusted-advisor approach and independently coordinates internal and customer resources throughout complex sales involving multiple products, locations, stakeholders, and requirements. The role focuses on Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security services and requires disciplined execution of the One Zayo Way sales process, pipeline management, and forecasting. The position is located in San Antonio, 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 consistently 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 build relationships with multiple decision-makers, technical stakeholders, and influencers within customer organizations.
Experience developing strategic account plans and executing targeted prospecting and account-development strategies.
Strong experience with 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.
Proficiency with Salesforce CRM or similar platforms, including opportunity management, pipeline development, and sales forecasting.
Ability to execute the One Zayo Way sales process and maintain discipline in account planning, qualification, pipeline management, forecasting, and sales execution.
Strong business acumen and ability 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 sales opportunities within large, complex commercial accounts.
Develop and execute strategic territory and account plans that prioritize high-potential prospects and customers.
Use SalesLoft to create and run targeted, multi-threaded engagement campaigns across multiple customer personas, decision-makers, and influencers.
Prospect high-value commercial accounts and develop initial opportunities that can lead to broader, multi-product customer relationships.
Build relationships with business leaders, technical decision-makers, and influencers to identify customer priorities and sales 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 solutions.
Position solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security portfolio using a consultative, trusted-advisor approach.
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 additional opportunities to expand Zayo’s presence and generate 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 organizations to develop solutions, remove obstacles, and close 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.