Commercial Account Executive
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Job Description
Commercial Account Executive selling Zayo’s fiber, network, IP, SD-WAN, edge and security services in Washington. Prospecting, managing full sales cycles and growing commercial customer accounts.
Responsibilities:
- Achieve and exceed assigned new MRR and revenue targets through 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
- Use SalesLoft to execute targeted, multi-touch account prospecting and customer engagement campaigns
- Conduct consistent outbound prospecting using an account-based approach
- Conduct customer meetings to understand business and technology requirements and communicate Zayo’s value proposition
- Develop relationships with decision-makers and influencers to uncover opportunities and establish long-term account growth
- Recommend solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio
- Drive opportunities through discovery, qualification, solution development, proposal, negotiation and close
- Develop newly acquired customers into long-term, multi-service relationships and identify additional new MRR opportunities
- Follow the One Zayo Way sales process and defined sales methodologies, tools and best practices
- Maintain accurate account, contact and opportunity information in Salesforce
- Maintain a qualified pipeline and provide accurate forecasts
- Collaborate with Sales Engineering, Product, Operations, Marketing and other internal organizations
- Build and maintain knowledge of Zayo’s network capabilities, product portfolio, assigned market, competitive environment and customer needs
Requirements:
- 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
- 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
Benefits:
- Health insurance
- Life insurance
- Disability retirement plans
- Paid time off
- Excellent Health, Dental & Vision Insurance
- Retirement 401(k) Savings Plan
- Generous paid time off policy including paid parental leave
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