Senior Commercial Account Executive
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Job Description
Senior Account Executive selling Zayo’s fiber, network, and security infrastructure solutions to complex commercial accounts. Driving prospecting, consultative solution sales, and multi-product revenue growth.
Responsibilities:
- Identify, develop and close new revenue opportunities within large and complex commercial accounts
- Prospect for new customers and develop relationships within existing accounts
- Develop and execute strategic account plans and multi-threaded prospecting and customer engagement campaigns
- Achieve assigned new MRR and revenue growth targets
- Use SalesLoft to execute targeted account engagement campaigns and generate meetings
- Prospect into high-value commercial accounts and develop wedge opportunities
- Build relationships with business leaders, technical decision-makers and influencers
- Conduct discovery to understand customer objectives, network requirements, challenges and future initiatives
- Position solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio
- Manage complex opportunities involving multiple products, locations, stakeholders and solution requirements
- Drive opportunities through discovery, qualification, solution development, business-case development, proposal, negotiation and close
- Develop acquired customers into long-term, multi-service relationships
- Follow the One Zayo Way sales process and maintain a healthy, qualified pipeline
- Provide accurate forecasts and maintain account, contact, activity and opportunity data in Salesforce
- Coordinate with Sales Engineering, Product, Operations, Legal, Finance, Marketing and other internal organizations
- Maintain knowledge of Zayo’s network capabilities, product portfolio, competitive environment and assigned markets
- Share best practices and market insights with the Regional Enterprise organization
Requirements:
- Bachelor’s degree or equivalent combination of education and relevant professional experience
- Minimum of five (5) years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure or a related industry
- Demonstrated success prospecting for new customers, developing accounts and consistently achieving or exceeding assigned sales and revenue targets
- Proven experience developing and closing large, complex B2B sales opportunities involving multiple customer stakeholders, locations, products or solution requirements
- Strong working knowledge of telecommunications and network infrastructure, including Fiber Infrastructure, Transport, IP, SD-WAN, Edge and/or Security services
- Ability to conduct sophisticated discovery with business and technical stakeholders and translate requirements into compelling solutions
- Ability to multi-thread within customer organizations
- Experience developing strategic account plans and executing targeted prospecting and account-development strategies
- Strong experience using SalesLoft or similar sales engagement platforms
- Ability to independently manage complex opportunities through qualification, solution development, proposal, negotiation and close
- Strong proficiency with Salesforce CRM or similar platforms
- Ability to execute the One Zayo Way sales process
- Strong business acumen and ability to communicate with technical and business audiences
- Excellent verbal, written, presentation, negotiation and interpersonal communication skills
- Strong organizational and time-management skills
- Self-motivated, competitive and accountable; able to operate independently and orchestrate cross-functional resources
- 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
- Equal opportunity employment
- Reasonable accommodation during the employment selection process
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