Commercial Account Executive

Company Description

Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 141,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.

Zayo is seeking a Commercial Account Executive to be responsible for identifying, developing and closing new revenue opportunities within assigned geographic territories across Zayo’s Commercial Enterprise Segment. The successful candidate will prospect for new customers while developing relationships within existing accounts to identify additional sales opportunities and grow customers into long-term, multi-service relationships.

The Commercial Account Executive will develop and execute targeted account strategies and prospecting campaigns to engage key decision-makers and influencers and uncover customer business and technology requirements. The position is responsible for achieving assigned new MRR and revenue growth targets through consistent prospecting, account development and sales execution. The ideal candidate has a strong understanding of Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security services and applies a consultative, trusted-advisor approach to solving customer connectivity and infrastructure needs.

The Commercial Account Executive should be capable of independently managing opportunities through the full sales cycle, effectively coordinating Zayo resources and developing relationships that create opportunities for continued new MRR growth.

Responsibilities

• Achieve and exceed assigned new MRR and revenue targets through the acquisition of new customers and development of additional sales opportunities within existing commercial accounts.
• Develop and execute territory and account plans to identify high-potential prospects and customers and build a sustainable pipeline of new revenue opportunities.
• Leverage SalesLoft to develop and execute targeted, multi-touch account prospecting and customer engagement campaigns, using personalization, sequencing and engagement insights to reach decision-makers, generate meetings and create new sales opportunities.
• Conduct consistent outbound prospecting while applying an account-based approach to prioritize organizations, contacts and opportunities with the greatest revenue potential.
• Establish and conduct customer meetings to understand business and technology requirements and effectively communicate Zayo’s value proposition.
• Develop relationships with multiple decision-makers and influencers within customer organizations to uncover opportunities, broaden Zayo’s presence and establish a foundation for long-term account growth.
• Apply a consultative, trusted-advisor approach to recommend solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio based on customer requirements.
• Drive opportunities through the entire sales process, including discovery, qualification, solution development, proposal, negotiation and close, coordinating internal resources as required.
• Develop newly acquired customers into long-term, multi-service relationships, identifying additional opportunities for new MRR across locations, services and business requirements.
• Follow the One Zayo Way sales process and consistently apply Zayo’s defined sales methodologies, tools and best practices to opportunity qualification, pipeline management, customer engagement and deal progression.
• Maintain timely and accurate account, contact and opportunity information in Salesforce, ensuring sales activity and customer interactions are appropriately captured.
• Maintain a healthy and appropriately qualified pipeline and provide accurate and timely forecasts in accordance with One Zayo Way expectations, ensuring opportunity stage, new MRR, close date, probability and next steps accurately reflect the current customer situation.
• Collaborate across Sales Engineering, Product, Operations, Marketing and other internal organizations to develop solutions, advance opportunities and deliver a strong customer experience.
• Build and maintain knowledge of Zayo’s network capabilities, product portfolio, assigned market, competitive environment and customer business needs to effectively identify and position new sales opportunities.

Qualifications

• Bachelor’s degree or equivalent combination of education and relevant professional experience.
• Minimum of two (2) years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure or a related industry.
• Demonstrated success prospecting for new customers, developing sales opportunities and achieving assigned sales or revenue targets.
• Experience developing customer relationships beyond the initial sale and identifying opportunities for additional revenue growth.
• Working knowledge of telecommunications or network services, with the ability to develop proficiency across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio.
• Demonstrated ability to conduct effective discovery, understand customer business and technical requirements and position solutions using a consultative sales approach.
• Ability to build relationships with decision-makers and influencers across customer organizations.
• Experience managing opportunities through multiple stages of a B2B sales process, including discovery, qualification, proposal, negotiation and close.
• Strong prospecting and account-development skills with experience using sales engagement technology such as SalesLoft to execute targeted campaigns and manage customer engagement.
• Proficiency with Salesforce CRM or similar customer relationship management platforms and demonstrated discipline around pipeline and forecast management.
• Ability to learn and consistently execute the One Zayo Way sales process, including Zayo’s expectations for opportunity management, pipeline development, forecasting and sales execution.
• Strong verbal, written, presentation and interpersonal communication skills.
• Strong organizational and time-management skills with the ability to manage multiple accounts and opportunities simultaneously.
• Self-motivated, competitive, accountable and coachable, with the ability to work independently while collaborating effectively across internal teams.
• Ability to travel as required to support customers and territory activities.

Estimated base salary range: $58,660 -$83,800 USD/annually

The base pay range shown is a guideline and reasonable estimate for this role. It takes into account the wide variety of factors that are considered in making compensation decisions. Actual compensation offered may vary from the posted range based upon geographic location, work experience, skill level, certifications, and other business and organizational needs. Non- sales roles may be eligible to participate in a discretionary annual incentive plan. Sales roles may be eligible to participate in a sales incentive plan.

Additionally, this position may be eligible for certain benefits, such as health insurance, life insurance, disability retirement plans, paid time off.

The posting will be active for a minimum of 3 days. The active posting will continue to extend by 3 days until the position is filled.

Benefits, Rewards & Wellness

• Excellent Health, Dental & Vision Insurance
• Retirement 401(k) Savings Plan
• Generous paid time off policy including paid parental leave

Zayo is an equal opportunity employer to all protected groups, including protected veterans and individuals with disabilities. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

As part of the application, hiring, onboarding, and/or employment process, Zayo or its affiliates, partners, and vendors may collect, store, and use biometric identifiers and biometric information (collectively, “Biometric Data”), such as fingerprints, facial geometry scans or other unique biological characteristics. Zayo uses CLEAR1, a third-party identity verification service, to verify applicant identity during the hiring process. CLEAR1 may collect Biometric Data, including facial geometry scans and/or other biometric identifiers, to authenticate your identity. Biometric Data will be retained pursuant to CLEAR1’s policies, which can be found here: https://www.clearme.com/clear1-credential-policy-crp. Zayo will not sell, lease, trade, or otherwise profit from any applicant's or employee's Biometric Data. By proceeding with your application, you acknowledge this disclosure. Prior to any collection of Biometric Data — including through CLEAR — you may be presented with a separate consent form and asked to provide your written authorization in accordance with applicable federal, state, and local laws, including the Illinois Biometric Information Privacy Act (BIPA), the Texas Capture or Use of Biometric Identifier Act (CUBI), and other applicable biometric privacy statutes.