Principal Senior Sales Manager – U.S. Federal Civilian
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Job Description
Principal Senior Sales Manager leading Zayo’s Federal Civilian sales team. Growing secure connectivity, cloud, and infrastructure solutions across U.S. government agencies.
Responsibilities:
- Lead a team generating sales revenue by promoting Zayo products and services across targeted Federal Civilian accounts
- Coach Sales representatives on strategic account planning, opportunity qualification, pipeline development, and complex Federal pursuits
- Oversee recruiting, hiring, onboarding, and training
- Partner with Sales Engineering, Product, and other teams to improve seller effectiveness and shorten sales cycles
- Lead Sell To, Sell Through, and Sell With strategies across the Federal Civilian market
- Build direct agency relationships and leverage system integrators, contract partners, small businesses, and strategic technology partners
- Establish account strategies aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities
- Build senior relationships with agency IT, network, cybersecurity, procurement, and contracting stakeholders
- Identify whitespace and new-logo opportunities across Federal Civilian entities
- Guide sellers through the Federal opportunity lifecycle from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff
- Translate Federal budget, appropriations, and procurement cycles into pursuit timing and account priorities
- Guide use of Federal contract vehicles, GWACs, IDIQs, BPAs, and agency-specific pathways
- Coordinate with Business Development, Bid Management, Contracts/Legal, Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success
- Lead and participate in executive briefings, account reviews, customer presentations, and solution discussions
- Analyze customer requirements, competition, and emerging technologies to position Zayo for agency modernization, resilience, security, and connectivity priorities
- Maintain strategic account plans, customer activity, and opportunity data in Zayo's CRM and reporting tools
- Develop accurate and timely forecasts of sales, pipeline, and churn opportunities
Requirements:
- Bachelor's degree or equivalent combination of education and experience
- Minimum of ten (10) years of experience selling telecommunications, network, cloud connectivity, cybersecurity, or related infrastructure solutions to the U.S. Federal Government, with significant Federal Civilian experience
- Demonstrated leadership through coaching, mentoring, pursuit leadership, cross-functional influence, or formal people management
- Demonstrated success achieving sales goals, growing strategic accounts, developing qualified pipeline, and leading complex pursuits
- Thorough understanding of account management, strategic selling, opportunity qualification, and complex pursuit management
- Working knowledge of Federal acquisition, including fiscal-year budget cycles, FAR-based procurement, BPAs, IDIQs, GWACs, GSA MAS, NASA SEWP, and task-order processes
- Experience navigating complex solicitations and proposals with bid, contracts, legal, technical, and compliance teams
- Exceptional relationship-building and executive communication skills
- Strong financial and business acumen
- Ethical leadership, integrity, sound judgment, and commitment to compliant and transparent Federal business practices
- Strong organization and prioritization skills, urgency, accountability, and ability to navigate ambiguity
- Strong understanding of telecommunications and digital infrastructure solutions, including Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, and Colocation
- Knowledge of Federal Civilian trends including hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience
- Proficiency with Microsoft Word, Excel, and PowerPoint; Salesforce or comparable CRM platform preferred
- Must be eligible to satisfy and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements
- Ability to travel approximately 30-50% of the time
- Not eligible for employment-based visa sponsorship; Zayo will not provide, transfer, or assume sponsorship for employment visa or work authorization
Benefits:
- Excellent Health, Dental & Vision Insurance
- Retirement 401(k) Savings Plan
- Generous paid time off policy including paid parental leave
- Health insurance
- Life insurance
- Disability retirement plans
- Paid time off
- Sales incentive plan eligibility
- Reasonable accommodation as part of the employment selection process
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