[Hiring] Commercial Account Executive @Zayo Group

Role Description

• 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.
• 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.

Requirements

• Estimated base salary range: $75,160 - $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.
• This position may be eligible for certain benefits, such as health insurance, life insurance, disability retirement plans, paid time off.

Benefits

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