Senior Commercial Account Executive

Zayo•Santa Clara, CA

About The Position

Zayo is hiring a Senior Commercial Account Executive for its Commercial Enterprise Segment. This role identifies, develops, and closes new revenue opportunities within large and complex commercial accounts across assigned geographic territories. The successful candidate will prospect for new customers and strategically develop existing accounts, building relationships that grow into long-term, multi-service partnerships. The role develops strategic territory and account plans and executes multi-threaded prospecting and customer engagement campaigns that 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 position requires a consultative, trusted-advisor approach and independent coordination of internal and customer resources throughout the sales process. The candidate should understand Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security services and be able to develop and close complex opportunities spanning multiple products, locations, stakeholders, and customer requirements.

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 customer 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, understand customer objectives, and translate requirements into compelling solutions.
Proven 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 for high-value prospects and customers.
Strong 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 disciplined opportunity management, pipeline development, and 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 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 simultaneously.
Self-motivated, competitive, accountable, and able to work independently while coordinating 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, complex commercial accounts.
Develop and execute strategic territory and account plans that prioritize high-potential prospects and customers based on market opportunity, network capabilities, customer requirements, and long-term new MRR potential.
Use SalesLoft to create and run targeted, multi-threaded account engagement campaigns across personas, decision-makers, and influencers to penetrate accounts, generate meetings, and create sales opportunities.
Prospect into high-value commercial accounts and develop wedge opportunities that establish Zayo and create a foundation for broader, multi-product relationships.
Build relationships with business leaders, technical decision-makers, and influencers to understand priorities and uncover opportunities across locations, products, and business units.
Conduct discovery with business and technical stakeholders to understand objectives, network requirements, challenges, and future initiatives, and translate those needs into relevant Zayo solutions.
Position consultative solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security portfolio.
Develop and manage large, 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 sales methodologies, tools, and best practices to account planning, opportunity qualification, pipeline management, customer engagement, and deal progression.
Maintain a healthy, appropriately 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.