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.
Are You Ready to Think Big?
At Zayo, we're ambitious and authentic. Teamwork is how we get things done, whether it's our focus on exceeding customer expectations or celebrating and growing our unique and dynamic culture. Our employees are driven and committed, with many options to connect and engage in our inclusive environment.
Welcome
Zayo is an equal opportunity employer to all protected groups, including protected veterans and individuals with disabilities. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us.
