Senior Commercial Account Executive - Austin, TX

Zayo•Austin, TX

About The Position

Zayo is seeking a Senior Commercial Account Executive responsible for identifying, developing, and closing 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 uncover additional opportunities and build long-term, multi-service customer relationships. The successful candidate develops and executes strategic account plans and multi-threaded prospecting and customer engagement campaigns to reach decision-makers, influencers, and technical stakeholders. The role is accountable for assigned new MRR and revenue growth targets and involves consultative selling of solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security services. The account executive independently coordinates internal and customer resources throughout complex sales processes and builds relationships that support sustained new MRR growth.

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 assigned 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 developing strategic account plans and executing targeted prospecting and account-development strategies.
Experience using 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.
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 additional sales opportunities within large and complex commercial accounts.
Develop and execute strategic territory and account plans that prioritize high-potential prospects and customers.
Use SalesLoft to create targeted, multi-threaded engagement campaigns across customer personas, decision-makers, and influencers.
Prospect into high-value commercial accounts and develop wedge opportunities that can lead to broader, multi-product relationships.
Build relationships with business leaders, technical decision-makers, and other customer influencers to uncover 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 large, complex opportunities involving multiple products, locations, stakeholders, and solution requirements, coordinating the technical, commercial, and operational resources needed.
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 sales 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 accurate account, contact, activity, and opportunity information in Salesforce.
Collaborate across 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, 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.