Senior Account Manager

Company Description

Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 141,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.

Zayo is seeking a Senior Account Manager to support several of Zayo's largest Global accounts in the Hyperscale space, and will work alongside more tenured reps who support the same clients. The successful Senior Account Manager will develop customer relationships within a client, from C-level down, and across multiple business units inside the organization.  The Senior Account Manager will own the more transactional business units of the customers they support and will provide support to their team mates on larger, complex deals.

The Senior Account Manager will be required to achieve sales and revenue growth targets through consistent account management, relationship building, hunting inside the client's various Business Units and across the organization. Selling to and through multiple organizations within the client BU’s and with partners. The organizations the Senior Account Manager will target will include more than just IT and Procurement and the Senior Account Manager will be expected to penetrate new business lines within the customer ecosystems

The ideal candidate has the ability to work in a fast paced environment where responsiveness, accuracy and trust are paramount.
 

Responsibilities:

• Generate sales revenue by actively promoting Zayo products and services to assigned accounts.

• Work collaboratively with the client, their end users, Zayo engineers, product teams and strategic networks team to find smart solutions to solve your client business objectives.

• Present proposals and manage customers through the sales process.

• Attain high Customer satisfaction scores based on excellent customer support, exceptional account management, and top-tier professionalism.

• Maintain current business relationships with customers, securing existing revenue on long-term commitments and/or selling new services to, with and through your client.

• Apply knowledge of business, customers, industry, Zayo, and services to achieve revenue objectives.

• Work with internal and external resources to develop and successfully execute upon account strategy, account plan, solution designs, while also building strong client and partner relationships - with the ultimate goal of increasing Zayo revenue from the solutions won.

• Manage high volume of work while maintaining a high degree of responsiveness.

• Track, analyze and report on sales performance and activities in Salesforce, Salesloft and other reporting tools.

• Provide accurate and timely forecasts of sales opportunities.

• Develop and maintain records of customer activity for reporting of sales and forecasts.

• Provide accurate and timely information to management.

• Coordinate closely with other departments and team members to ensure customer satisfaction is maintained and revenue objectives met.

• Collaboratively work as a part of a team while concurrently performing as an individual with minimal supervision.

Qualifications:

• Bachelor’s degree or equivalent from four-year College; or equivalent combination of education and experience.

• Minimum of three (3) years of relevant experience.

• Business & Financial Acumen

  • Basic corporate structure.

  • Understanding a client's industry.

  • Identifying client drivers, trends.

  • Research intelligence:  reading & understanding annual reports, latest news, how changes in executives, org structures, and industry trends impact a client's business, case studies, white papers.

  • Financial basics:  10Ks, quarterly earnings reports, stock trends, ROI.

  • Contract basics:  understanding Ts/Cs, how to negotiate Ts/Cs to win.

• Technology Acumen

  • How Zayo services fit into the client's overall business structure.

  • What operational and business problems are solved using our services.

  • How to use Zayo and partner services to solve client problems.

  • Reliant on Engineers for technical design, but understand the technologies enough to offer suggestions, engineer-out costs, and ensure designs meet technical, financial and business requirements.

• Quick learner who collaborates well with others

  • Building strong internal, client, and partner relationships.

  • Orchestrating relationships across multiple client business units and teams.

  • Exceptional customer service and relationship building/maintaining skills.

  • A sense of urgency and desire to rapidly accelerate results and career with Zayo Group.

• Excellent interpersonal skills and can work effectively with a diverse group of personalities; must be approachable, show respect for others and be able to present data with effective communication and presentation skills.

  • Strong Communication skills.

  • Active listening.

  • Tactfully handling objections.

  • Showing genuine interest in the client's business & in solving a problem.

  • Discovery - asking intelligent questions, identifying a need, and identifying a solution.

  • High tolerance for ambiguity and can work successfully in a matrix management model. 

• Problem-Solving.

  • Understand how to uncover problems clients are facing today.

  • Understand the impact those problems have on the client's business and them personally.

  • Identify a Zayo solution to help solve those problems.

  • Pull in partners, team members, management, and applicable Zayo resources to help solve the problem.

  • Orchestrate multiple parties to design, price, and present the solution .

  • Prospecting within a client's organization to gain high/wide traction.

  • Across multiple partners - networking and partnering with external business partners who can or do solve problems for these clients today.

  • Identifying your client interests, strengths, and skills.

• Relationship Building

  • Identifying the right people who are influencers and decision-makers.

  • Keeping in close contact with influencers and decision-makers with relevant content.

  • Understanding how to build relationships between the two organizations, across multiple team members and partners.

  • Engaging and authentic.

  • Proper use of negotiating skills - Internal, with partners and with clients.

  • Reaching yes, while ensuring all parties are satisfied with the outcome.

  • Using good judgement in relationships, business, deal-making, opportunity designing, communicating - across all areas.

• Business, Personal Integrity

  • Manners.

  • Presentation Skills.

  • Planning & Time Management.

  • Accurate Forecasting.

  • Self-starter, Interdependent.

  • Coachable.

• Proven, consistent success managing and breaking into large companies and selling large, complex solutions.

• Knowledge of Google Docs, Google Sheets, Google Slides, MS Word, Excel and PowerPoint; Salesforce and Salesloft a plus.

• Willingness to learn Zayo Networks value proposition, products, and services such as Ethernet, Waves, IP transport, Dark Fiber, Long Haul Dark Fiber, Private Wave Networks, Dedicated Connectivity to the Cloud, SD WAN, Edge, and Managed services.

• Ability to travel as required by Zayo and customers.

Estimated Base Salary Range: $63,100 - $84,200 USD/annually.

#LI-BW1

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.

Additionally, this position may be eligible for certain benefits, such as health insurance, life insurance, disability retirement plans, paid time off.

The posting will be active for a minimum of 3 days. The active posting will continue to extend by 3 days until the position is filled.

Benefits, Rewards & Wellness

• Excellent Health, Dental & Vision Insurance

• Retirement 401(k) Savings Plan

• Generous paid time off policy including paid parental leave

Zayo provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.