Senior Commercial Account Executive

Zayo Group•Santa Clara, CA

2d•$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 Senior Commercial Account Executive develops strategic territory and account plans and executes multi-threaded prospecting and customer-engagement campaigns to reach decision-makers, influencers and technical stakeholders. The position requires consultative, trusted-advisor selling and independent coordination of internal and customer resources throughout complex sales cycles. The successful candidate will understand and position Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security services, while managing opportunities involving multiple products, locations, stakeholders and requirements. The role is responsible for maintaining a qualified pipeline, accurate forecasts and complete Salesforce records; following the One Zayo Way sales process; and collaborating with cross-functional teams to develop solutions and close opportunities. The position may require travel to support customers and territory activities.

Requirements

Bachelor’s degree or 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, 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 objectives and 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 for high-value prospects and customers.
Strong 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 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 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 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 new customers and developing additional sales opportunities in large, 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 potential for long-term new MRR growth.
Use SalesLoft to create and execute targeted, personalized, multi-threaded account engagement campaigns across multiple personas, decision-makers and influencers.
Identify and prospect high-value commercial accounts, creating initial wedge opportunities that can expand into 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 and translate customer objectives, network requirements, challenges and future initiatives into relevant Zayo 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 its methodologies, tools and best practices to account planning, qualification, pipeline management, customer engagement and deal progression.
Maintain a healthy, appropriately qualified pipeline and provide accurate, timely forecasts that reflect 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 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.