Account Director

Company Description

Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 133,000-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.

Position Description

This Account Director will have R&R for selling into & supporting the US Department of Defense (DoD), US Intelligence Community )IC) & the broader Defense Contractor ecosystem. The successful candidate will execute and drive selling initiatives to develop customer relationships and drive sales of Connectivity and Cloud Infrastructure services. The ideal candidate has a strong understanding of Information as a Service (IaaS) and Security with the ability to work on large, complex deals applying a consultative and trusted advisor approach.

Qualifications

• Bachelor’s degree or equivalent from a four-year University (MBA preferred).
• 15 years selling into the US Federal Government.
• 10 years selling into the Department of Defense & Intelligence Community
• 5 years selling within the communications infrastructure space.
• Strong understanding of Federal contracting
• Existing understanding of & relationships within the Federal Technology ecosystem
• Previous experience working for or with holders of the GSA Networx, GSA EIS & DISA GNS contract vehicles
• Ability to obtain a US Government clearance
• Strong financial acumen.
• Demonstrated success and consistency in achieving targeted sales goals.
• Excellent communication skills, both verbal and written.
• Exceptional customer service and relationship building and maintaining skills.
• Thorough understanding of account management and the strategic selling process.
• Effective problem solving, leadership, and interpersonal skills.
• Excellent time management and organizational skills.
• Knowledge of the Microsoft & Google Suites of Products, along with Salesforce
• Ability to handle ambiguity and anticipate and quickly react to changes in a fast-paced environment.
• Ability to travel approximately 30-50% of the time

Responsibilities

• Generate sales revenue by actively promoting Zayo Network products and services to targeted account base.
• Present proposals and manage customers though the sales process
• Maintain current business relationships with customers, securing existing revenue on long-term commitments
• Apply knowledge of customers, industry, and services to achieve revenue targets Identify, initiate contact with, and qualify potential customers
• Track, analyze and report on sales performance and activities in Zayo’s CRM tool and other reporting tools
• Develop 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 to ensure customer satisfaction is maintained and revenue objectives met
• Participate in the creation and delivery of high-level face-to-face sales presentations that demonstrate the latest Zayo products and services
• Analyze customer requirements to understand how Zayo products and services can be applied to meet their needs and solve their problems
• Keep abreast of the competitive landscape and emerging technologies in order to best position Zayo in the marketplace
• Collaboratively work as a part of a team while concurrently performing as an individual with minimal supervision

Benefits, Rewards & Wellness

• Annual Incentive Plan (AIP) - Full-time Zayo employees are also eligible for discretionary AIP which is based on the performance of the Company, an employee’s business segment, and the individual employee

• Sales Incentive Plan - Full-time Zayo sales employees are also eligible for discretionary incentive cash compensation through our Sales Incentive Plan

• Excellent Health, Dental & Vision Insurance

• Retirement 401(k) Savings Plan

• Fitness membership discounts

• Generous paid time off policy including paid parental leave

Please note, in accordance with Zayo's commitment to providing and maintaining a workplace free of recognized hazards, all U.S. and Canadian employees and any employee, vendor, customer, or visitor who enters a Zayo office or facility in the U.S. and Canada must be fully vaccinated against COVID-19 and provide proof of such vaccination. If you are hired by Zayo, you will be required to provide proof of vaccination or have a valid religious or medical reason not to be vaccinated.