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.
Location: This remote work opportunity will consider applicants in the Houston area.
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 provide accurate and timely forecasts in accordance with One Zayo Way expectations, ensuring opportunity stage, new MRR, close date, probability and next steps accurately reflect the current customer situation.
Collaborate across Sales Engineering, Product, Operations, Marketing and other internal organizations to develop solutions, advance opportunities and deliver a strong customer experience.
Build and maintain knowledge of Zayo’s network capabilities, product portfolio, assigned market, competitive environment and customer business needs to effectively identify and position new sales opportunities.
Qualifications
Bachelor’s degree or equivalent combination of education and relevant professional experience.
2+ years of successful B2B sales experience , preferably in telecommunications, technology, network infrastructure or a related industry.
Demonstrated success prospecting for new customers, developing sales opportunities and achieving assigned sales or revenue targets.
Experience developing customer relationships beyond the initial sale and identifying opportunities for additional revenue growth.
Working knowledge of telecommunications or network services, with the ability to develop…