Senior Account Manager – Federal Civilian
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Job Description
Senior Account Manager driving Zayo’s telecommunications and digital infrastructure sales to U.S. Federal Civilian agencies. Managing strategic accounts, complex procurements, and federal growth opportunities.
Responsibilities:
- Generate sales revenue and achieve assigned growth targets by promoting Zayo products and services across targeted Federal Civilian accounts and prospects.
- Develop and execute strategic account plans aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities.
- Build and maintain senior relationships with agency IT, network, cybersecurity, procurement, and contracting stakeholders.
- Execute Sell To, Sell Through, and Sell With strategies using direct agency relationships, system integrators, contract partners, small businesses, and strategic technology partners.
- Identify whitespace, cross-sell, and new-logo opportunities across assigned Federal Civilian entities.
- Manage complex Federal opportunities from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff.
- Translate Federal budget, appropriations, and procurement cycles into pursuit timing, account priorities, and pipeline development activities.
- Leverage Federal contract vehicles and acquisition pathways, including GWACs, IDIQs, BPAs, GSA MAS, NASA SEWP, and task orders.
- Coordinate with Business Development, Bid Management, Contracts/Legal, Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success.
- Lead executive briefings, account reviews, customer presentations, and solution discussions.
- Analyze customer requirements, competition, and emerging technologies to position Zayo for modernization, resilience, security, cloud, and connectivity priorities.
- Maintain strategic account plans, customer activity, opportunity data, and accurate forecasts in Zayo's CRM and reporting tools.
Requirements:
- Bachelor's degree or equivalent combination of education and experience.
- Minimum of ten (10) years of complex sales experience managing large or strategic account territories, with significant experience selling to the U.S. Federal Government and Federal Civilian departments and agencies.
- Demonstrated success achieving sales goals, growing strategic accounts, developing qualified pipeline, and closing complex opportunities.
- 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, security, and compliance teams.
- Strong understanding of account management, strategic selling, opportunity qualification, and complex pursuit management.
- Exceptional relationship-building and executive communication skills, with the ability to establish credibility with senior government and industry decision makers.
- Strong financial and business acumen.
- Strong ethics, integrity, and sound judgment, with a commitment to compliant and transparent business practices in Federal customer and procurement environments.
- Strong organization and prioritization skills, with urgency, accountability, and the ability to navigate ambiguity in a fast-paced environment.
- Strong interpersonal, collaboration, and problem-solving skills; approachable, respectful, and effective working across diverse internal and external stakeholders.
- 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 technology trends including hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience.
- Proficiency with Microsoft Word, Excel, and PowerPoint; Salesforce or a comparable CRM platform preferred.
- Must be eligible to satisfy and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements for assigned Federal programs.
- Ability to travel as required by customers and assigned accounts.
- Must not require employment-based visa sponsorship.
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
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