Principal, Senior Sales 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 Principal, Senior Sales Manager to execute and drive team selling initiatives, develop customer relationships, and drive sales of end user connectivity, metro and national backbone solutions, IP transit and wave solutions. The Principal, Senior Sales Manager is responsible for providing coaching, leadership, and development to a team of Sales professionals, as well as providing sales leadership within Zayo. The Principal, Senior Sales Manager will drive the team to meet and exceed monthly, quarterly, and annual sales goals and provide guidance and counsel throughout the sales process to drive the sales cycle to closure. The ideal candidate has a strong understanding of telecommunications within the Enterprise space with the ability to work on large, complex deals applying a consultative and trusted advisor approach.

Responsibilities:

• Lead a team to generate sales revenue by actively promoting Zayo products and services to targeted account base.

• Provide coaching to team of Sales representatives in the sale of Zayo products and services to regional account patch.

• Oversee the teams’ recruiting, hiring, and training program; including participation in training new hires as they onboard.

• 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.

Qualifications:

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

• Minimum of fifteen (15) years experience selling within industry.

• Minimum of ten (10) years demonstrated experience leading successful sales teams.

• Passion for coaching and developing entry-level talent.

• 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.

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

• Possesses 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.

• Knowledge of Microsoft Word, Excel, and PowerPoint; Salesforce & SalesLoft a plus.

• Complete understanding of Zayo’s value proposition, products and services such as Ethernet, OCN, IP Transport, Dark Fiber, & Custom Access.

• Insistent focus on results and goal achievement. Strong teamwork skills.

• Ability to handle ambiguity and anticipate and quickly react to changes in a fast-paced environment.

Base Salary Range: $89,100 - $133,650 USD/annually, commensurate with experience. This role is eligible to participate in the sales commission plan.

Benefits, Rewards & Wellness

• Excellent Health, Dental & Vision Insurance

• Retirement 401(k) Savings Plan

• Fitness membership discounts

• 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.