Senior Commercial Account Executive-1 (Dallas, TX)

Zayo•Dallas, TX

4d•Onsite

About The Position

The Senior Commercial Account Executive is responsible for identifying, developing, and closing new revenue opportunities within large and complex commercial accounts across an assigned geographic territory in Zayo’s Commercial Enterprise Segment. The role prospects for new customers and develops existing accounts into long-term, multi-service relationships, achieving assigned new MRR and revenue growth targets. The position develops strategic territory and account plans, executes multi-threaded prospecting and customer-engagement campaigns, and builds relationships with business leaders, technical decision-makers, and influencers. It uses a consultative, trusted-advisor approach to discover customer needs and position solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security portfolio. The account executive independently manages complex opportunities through the full sales cycle and coordinates internal and customer resources to advance and close them. The role is based in Dallas, Texas, with travel as required to support customers and territory activities. The estimated annual base salary range is $75,460–$107,800 USD. Sales roles may be eligible to participate in a sales incentive plan. The position may also be eligible for benefits including health, life, and disability insurance, retirement plans, and paid time off.

Requirements

Bachelor’s degree or an equivalent combination of education and relevant professional experience.
At least five years of successful B2B sales experience.
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 customer stakeholders, locations, products, or solution requirements.
Strong working knowledge of telecommunications and network infrastructure, with 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 decision-makers, technical stakeholders, and influencers within customer organizations.
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 manage complex opportunities through qualification, solution development, proposal, negotiation, and close.
Proficiency with Salesforce CRM or similar platforms, including 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.
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.

Nice To Haves

B2B sales experience in telecommunications, technology, network infrastructure, or a related industry.

Responsibilities

Achieve and exceed assigned new MRR and revenue targets by acquiring customers and developing additional sales opportunities within large and 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 long-term growth potential.
Use SalesLoft to execute personalized, multi-threaded account engagement campaigns across multiple personas, decision-makers, and influencers.
Prospect high-value commercial accounts and develop initial opportunities that create a foundation for broader, multi-product relationships.
Build relationships with business leaders, technical decision-makers, and other customer stakeholders 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 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 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, qualified pipeline and provide accurate, timely forecasts, including current opportunity stage, new MRR, close date, probability, customer commitments, and next steps.
Maintain accurate and timely account, contact, activity, and opportunity information in Salesforce.
Coordinate with Sales Engineering, Product, Operations, Legal, Finance, Marketing, and other internal teams to develop solutions, remove obstacles, and close 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.