Strategic Account Director – Managed Services & SASE

Zayo Group

1d•$115,000 - $160,000•Remote

About The Position

Zayo is seeking a Strategic Account Director – Managed Services & SASE to partner with all sales organizations to identify, develop, and close opportunities across new logos, existing customers, and prospective accounts seeking Managed Services, Secure Access Service Edge (SASE), SD-WAN, Security Service Edge (SSE), and other advanced communications infrastructure solutions. The successful candidate will be responsible for driving growth by positioning Zayo's portfolio of managed services, security, cloud connectivity, edge solutions, voice, and infrastructure services through a consultative, customer-first sales approach. Operating in an overlay sales model, this role partners closely with Account Executives, Sales Engineers, Product teams, and Channel partners to support complex enterprise opportunities and serve as a subject matter expert for Managed Services and security solutions. The ideal candidate is a proven hunter with extensive experience prospecting, developing new business opportunities, and building executive-level relationships. Success in this role requires demonstrated expertise selling SD-WAN, SASE, and SSE solutions, along with a strong understanding of leading networking and security platforms from vendors such as Palo Alto Networks, VMware VeloCloud, Versa Networks, Fortinet, and Cisco. Candidates should be comfortable leading complex sales cycles involving multiple stakeholders while partnering closely with technical resources to develop tailored customer solutions. Success in this role requires a consultative sales approach, a demonstrated history of exceeding quota, and the ability to align technology solutions with business outcomes. Candidates with an established network of enterprise relationships and experience creating net-new opportunities within large enterprise and Fortune 500 accounts will be particularly well suited for this position.

Requirements

Bachelor's degree and/or a minimum of eight (8) years of relevant enterprise technology sales experience, with ten (10) years preferred.
Proven experience operating in an overlay sales motion, partnering with direct sales teams, account executives, sales engineers, and customer success teams to identify, develop, and close complex Managed Services, SD-WAN, SASE, and SSE opportunities.
Demonstrated success managing and expanding relationships within large enterprise and Fortune 500 accounts, including engagement with C-level executives, CISOs, CIOs, networking leaders, and security stakeholders.
Experience supporting strategic, multi-million-dollar sales opportunities involving long sales cycles, multiple decision-makers, and complex solution architectures.
Demonstrated success selling Managed Network Services, SD-WAN, Security Service Edge (SSE), and Secure Access Service Edge (SASE) solutions within enterprise and mid-market customer environments, preferably within the telecommunications industry.
Strong understanding of modern networking and security architectures, including SD-WAN, SASE, SSE, cloud networking, secure remote access, and managed security services.
Experience positioning and selling solutions leveraging leading networking and security platforms, including Palo Alto Networks, VMware VeloCloud, Versa Networks, Fortinet, and Cisco.
Ability to articulate the technical and business value of SD-WAN, SASE, and SSE solutions to both executive and technical stakeholders.
Proven track record of exceeding sales quotas through new logo acquisition, pipeline development, and expansion of existing customer relationships.
Strong prospecting and business development skills, with the ability to generate opportunities through outbound activity, referrals, strategic account planning, and partner relationships.
Experience leading consultative, solution-based sales engagements involving cross-functional teams, solution architects, and multiple technology partners to develop and present complex managed networking and security solutions.
Strong financial and business acumen with the ability to develop compelling business cases and articulate return on investment (ROI).
Excellent verbal, written, communication, presentation, and executive-level selling skills.
Excellent time management, organizational, and territory planning skills.
Proficiency with Salesforce CRM and Microsoft Office applications, including Word, Excel, and PowerPoint.
Ability to travel as required to support customer meetings, partner engagements, and sales activities.

Nice To Haves

Existing customer relationships and an established network of enterprise contacts within the telecommunications, networking, or security industry are highly desirable.

Responsibilities

Achieve and exceed assigned revenue targets through acquisition of new & existing customers inside target prospect segments.
Partner with Account Executives and Sales teams in an overlay sales capacity to identify, qualify, develop, and close Managed Services, SD-WAN, SASE, and SSE opportunities.
Serve as a subject matter expert for Managed Services and security solutions, providing sales leadership, customer guidance, and strategic account support throughout the sales cycle.
Develop and execute territory and account plans focused on new logo acquisition, expansion of existing customer relationships, and increased market penetration.
Build and maintain executive-level relationships with key customer stakeholders, including CIOs, CISOs, IT Infrastructure leaders, and Network Architects.
Lead consultative discovery sessions to uncover customer business challenges and align Zayo's Managed Services, SD-WAN, SASE, SSE, Cloud, and Infrastructure solutions to desired business outcomes.
Collaborate with Sales Engineering, Product Management, Operations, and delivery teams to design and present customized solutions that address customer requirements.
Maintain accurate opportunity, pipeline, customer activity, and forecast data within Salesforce CRM and provide regular updates to leadership.
Drive complex enterprise sales opportunities involving multiple stakeholders, business units, channel partners, and technology vendors.
Support field sales organizations by providing expertise, competitive positioning, and strategic guidance on Managed Services, SD-WAN, SASE, and SSE opportunities.
Maintain current knowledge of networking, security, cloud connectivity, and managed services market trends, including solutions from Palo Alto Networks, Fortinet, Cisco, VMware VeloCloud, Versa Networks, Netskope, and other industry leaders.