Senior Commercial Account Executive - Austin, TX

Zayo Group•Austin, TX

6d•$75,460 - $107,800

About The Position

Zayo is seeking 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 customer relationships to uncover additional sales opportunities and build long-term, multi-service relationships. The role develops and executes strategic account plans and multi-threaded prospecting and customer engagement campaigns that reach multiple decision-makers, influencers, and technical stakeholders. It is accountable for achieving assigned new MRR and revenue growth targets through strategic prospecting, account development, and complex solution selling. The ideal candidate understands Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security services and has a track record of developing and closing complex opportunities involving multiple products, locations, stakeholders, and customer requirements. The Senior Commercial Account Executive uses a consultative, trusted-advisor approach, independently coordinates internal and customer resources throughout the sales process, and develops relationships that create sustained opportunities for new MRR growth. The position is located in Austin, 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.
Proven 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.
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 for high-value prospects and customers.
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.
Strong proficiency with Salesforce CRM or similar platforms, including disciplined opportunity management, pipeline development, and sales forecasting.
Ability to execute the One Zayo Way sales process and maintain strong discipline in account planning, opportunity qualification, pipeline management, forecasting, and sales execution.
Strong business acumen, including the 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 effectively.
Ability to travel as required to support customers and territory activities.

Nice To Haves

Telecommunications, technology, network infrastructure, or related-industry B2B sales experience.
Experience with SalesLoft or a similar sales engagement platform.
Bachelor’s degree or equivalent combination of education and relevant professional experience.

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 based on market opportunity, network capabilities, customer requirements, and potential for long-term new MRR growth.
Use SalesLoft to design and execute targeted, multi-threaded account engagement campaigns across personas, decision-makers, and influencers, using personalization, sequencing, and engagement insights to penetrate accounts, generate meetings, and create sales opportunities.
Identify and prospect into high-value commercial accounts, developing wedge opportunities that establish Zayo with customers and create a foundation for broader, multi-product relationships.
Build and maintain relationships with business leaders, technical decision-makers, and other customer stakeholders 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 customer needs into relevant Zayo solutions.
Position consultative, trusted-advisor 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 the technical, commercial, and operational resources needed to advance them.
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, customer engagement, and deal progression.
Maintain a healthy, appropriately qualified pipeline and provide accurate, timely forecasts in accordance with One Zayo Way expectations, reflecting current opportunity stages, new MRR, close dates, probabilities, customer commitments, and next steps.
Maintain accurate and timely account, contact, activity, and opportunity information in Salesforce to provide visibility into account strategy, pipeline development, and deal progression.
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, product portfolio, competitive environment, assigned markets, and emerging customer requirements to identify and position sales opportunities.
Share best practices and market insights with the Regional Enterprise organization and contribute to disciplined prospecting, collaboration, and sales execution.