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 Commercial Account Executive to be responsible for identifying, developing and closing new revenue opportunities within assigned geographic territories across Zayo’s Commercial Enterprise Segment. The successful candidate will prospect for new customers while developing relationships within existing accounts to identify additional sales opportunities and grow customers into long-term, multi-service relationships.
The Commercial Account Executive will develop and execute targeted account strategies and prospecting campaigns to engage key decision-makers and influencers and uncover customer business and technology requirements. The position is responsible for achieving assigned new MRR and revenue growth targets through consistent prospecting, account development and sales execution. The ideal candidate has a strong understanding of Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security services and applies a consultative, trusted-advisor approach to solving customer connectivity and infrastructure needs.
The Commercial Account Executive should be capable of independently managing opportunities through the full sales cycle, effectively coordinating Zayo resources and developing relationships that create opportunities for continued new MRR growth.
Responsibilities:
Achieve and exceed assigned new MRR and revenue targets through the acquisition of new customers and development of additional sales opportunities within existing commercial accounts.
Develop and execute territory and account plans to identify high-potential prospects and customers and build a sustainable pipeline of new revenue opportunities.
Leverage SalesLoft to develop and execute targeted, multi-touch account prospecting and customer engagement campaigns, using personalization, sequencing and engagement insights to reach decision-makers, generate meetings and create new sales opportunities.
Conduct consistent outbound prospecting while applying an account-based approach to prioritize organizations, contacts and opportunities with the greatest revenue potential.
Establish and conduct customer meetings to understand business and technology requirements and effectively communicate Zayo’s value proposition.
Develop relationships with multiple decision-makers and influencers within customer organizations to uncover opportunities, broaden Zayo’s presence and establish a foundation for long-term account growth.
Apply a consultative, trusted-advisor approach to recommend solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio based on customer requirements.
Drive opportunities through the entire sales process, including discovery, qualification, solution development, proposal, negotiation and close, coordinating internal resources as required.
Develop newly acquired customers into long-term, multi-service relationships, identifying additional opportunities for new MRR across locations, services and business requirements.
Follow the One Zayo Way sales process and consistently apply Zayo’s defined sales methodologies, tools and best practices to opportunity qualification, pipeline management, customer engagement and deal progression.
Maintain timely and accurate account, contact and opportunity information in Salesforce, ensuring sales activity and customer interactions are appropriately captured.
Maintain a healthy and appropriately qualified pipeline and…