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 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.

Our Account Director (AD) will support a handful of existing clients in the AI, NeoCloud, Software, SaaS, and/or Technology sector.  The successful candidate will develop customer relationships within a client, from C-level down, and across multiple business units inside the organization. Our AD will also drive sales via sell-to, sell-through and sell-with projects. And our AD will be required to hunt and expand relationships with the goal of growing our business with them, and/or earning their business as a new logo client.

Our AD will be required to achieve sales, revenue growth, revenue retention, and churn targets through consistent account management, relationship building, partnering for joint selling with the client, hunting inside the client's various Business Units and across the organization, as well as selling to, with and through multiple organizations within the client BU’s and with partners. Our AD will work with their clients’ COO, CTO, CIO, CISO, CPO, and CFO teams. Our AD will also target the client’s Business Development, R&D, Alliances, and Sales organizations, along with any other teams where we deem the opportunity to grow Zayo revenue. 

The ideal candidate has the ability to work on large, complex deals applying a consultative and trusted advisor approach, while also having the ability to handle the day to day transactional needs from our clients and prospective clients. Additionally, the ideal candidate is able to hunt for new logo business inside the AI, NeoCloud, Software, SaaS, and Technology sectors, with particular emphasis on the AI and NeoCloud high growth companies.

Location: This role will consider applicants that currently reside in the Central and Eastern Time Zones in the US.  

Responsibilities

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

• Work collaboratively with the clients, their end users, Zayo engineers, product teams and offer management team to find smart solutions to solve your clients’ 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 professionalism

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

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

• Develop and successfully execute account strategy, account plan, solution designs, while also building strong relationships.

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

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

• Provide accurate and timely forecasts of sales opportunities and churn events.

• Develop and maintain records of activity (e.g. tracking meeting notes, client calls, client correspondence (emails, linkedin, texts, etc.).

• Provide accurate and timely information to management.

• Coordinate closely with other departments to ensure customer satisfaction is maintained and sales metrics are achieved.

• Collaboratively work with an extensive team and resources, 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 five (5) years’ 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 such as executive realignment, org structure changes, and industry trends  impact a clients’ business

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

  • Contract basics:  understanding Ts/Cs, how to negotiate Ts/Cs to win, using creative options for a win/win

• Technology Acumen

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

  • What operational and business problems are solved using our services

  • Understand the technologies enough to offer suggestions, engineer-out costs, and ensure designs meet technical, financial and business requirements - while also relying on our engineers for detailed designs

• Relationships with AI companies, knowledge of AI industry, knowledge of how AI impacts clients’ needs for networks are a plus.

• Quick learner who collaborates well with others

  • Build strong internal, client, and partner relationships

  • Orchestrate relationships across multiple client business units and teams

  • Build and maintain exceptional customer service and relationships

• A very strong sense of urgency and desire to rapidly accelerate results for Zayo and keep up with the speed of our fast-paced clients

• Possess excellent interpersonal skills and 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

• Listen more than talk

• Listen actively

• Tactfully handle objections

• Perfect storytelling to get your message across

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

• Use Discovery techniques effectively by asking intelligent questions, identifying a need, and identifying a solution

• High tolerance for ambiguity, pressure to meet and exceed quotas, and successfully work with other over-achievers

• Problem Solving

• Successfully 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 and team members 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

• Via your network and other external resources to open doors for accounts who don’t purchase from Zayo today

• Via cold outreaches to fast-growing companies who need to know how Zayo can support their business

• Social Media

• Build & strengthen relationships via social media - LinkedIn, Sales Navigator, Twitter

• Use social media to build Zayo brand-awareness within the clients

• Identify your client interests, strengths, and skills

• Relationship Building

• Identify the right people who are influencers and decision-makers 

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

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

• Be engaging and authentic

• Find events and social engagements to support relationship building and advancing an opportunity

• Negotiating Skills

• Internal, with partners and with clients

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

• Using leverage to ensure Zayo attains the highest margins possible, while ensuring the client needs are also met

• Judgement

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

• Business, Personal Integrity

• Manners

• Presentation Skills

  • Ability to build your own presentations, collaborate with other to build presentations

  • Present and speak in front of groups of people (clients, team  members, executives) to present

• Planning & Time Management

• Accurate Forecasting 

  • Including sales forecasts and potential churn properly in Salesforce, Salesloft

• Self-starter, Interdependent

• Coachable

• Proven and consistent sales success

  • Success with managing and breaking into large companies

  • Success with selling large, complex solutions

  • Success with leading and directing internal & external resources to create and sell solutions

  • Success with breaking into new accounts, uncovering opportunities, and selling solutions to those clients

• Knowledge of MS Teams, OneDrive, MS Mail, MS Word, Excel, PowerPoint is a plus.  Knowledge of Google drive, docs, sheets and slides.  Knowledge of collaboration tools, Workday, Salesforce and Salesloft also a plus.

• Willingness and ability to learn Zayo’s value proposition, products, and services.  Services include Waves, DIA, IP transport, Metro Dark Fiber, Long Haul Dark Fiber, Private Wave Networks, Direct Cloud Connectivity, NaaS, Ethernet, SDWAN, DDoS Mitigation, and Edge Management services.

• Ability to travel as required by Zayo and customers.

Estimated base salary range: $85,400 - $113,900 USD/annually.

#LI-AR1

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.