Principal, Sales Director U.S. SLED

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.

About the role

Zayo is seeking a Principal, Senior Sales Director to lead a team supporting State, Local and Education (SLED) Accounts. The successful candidate will execute and drive team selling initiatives that develop customer relationships and drive sales of metro and national backbone solutions, as well as data center and corporate connectivity. This role provides coaching, leadership, and development to a team of sales professionals, and drives the team to meet and exceed sales goals while guiding the sales cycle to closure. The ideal candidate has a strong understanding of telecommunications and security, with the ability to work on large, complex deals using a consultative and trusted advisor approach.

This is a remote position available to applicants residing in New Jersey, Kentucky, Maryland, Michigan, Indiana, Illinois, Virginia, Minnesota, Pennsylvania, Ohio, North Carolina, or Washington D.C. (upper Midwest/Mid-Atlantic regions).

Responsibilities

• Lead a team to generate sales revenue by actively promoting Zayo products and services to a targeted account base.
• Provide coaching to sales representatives in selling Zayo products and services to regional accounts.
• Oversee the team’s recruiting, hiring, and training programs, including onboarding new hires.
• Work closely with direct sales and product groups to drive sales closure, shorten the sales cycle, and achieve sales goals.
• Present proposals and manage customers through the sales process.
• Maintain current business relationships, 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 systems.
• Develop accurate and timely forecasts of sales and churn opportunities.
• Develop and maintain records of customer activity for reporting and forecasting.
• Provide accurate and timely information to management.
• Coordinate with other departments to ensure customer satisfaction and revenue objectives are met.
• Participate in high-level face-to-face sales presentations demonstrating Zayo’s latest products and services.
• Analyze customer requirements to understand how Zayo’s products and services can meet their needs.
• Stay abreast of the competitive landscape and emerging technologies to position Zayo effectively.
• Collaborate as part of a team while performing independently with minimal supervision.
• Travel approximately 30-50% of the time.

Qualifications

• Bachelor’s degree or equivalent from a four-year college; or equivalent combination of education and experience.
• Minimum of ten years’ experience selling into State, Local, and Education (SLED) accounts.
• Minimum of five years’ demonstrated experience leading successful sales teams.
• Strong financial acumen and demonstrated success in achieving targeted sales goals.
• Excellent verbal and written communication skills.
• Exceptional customer service and relationship-building skills.
• Thorough understanding of account management and the strategic selling process.
• Effective problem-solving, leadership, and interpersonal skills.
• Excellent time management and organizational skills.
• Knowledge of Microsoft Word, Excel, and PowerPoint; Salesforce experience is a plus.
• Complete understanding of Zayo’s value proposition, products, and services such as Ethernet, OCN, IP Transport, Dark Fiber, Custom Access, and Colocation.
• Knowledge of industry trends, cloud connectivity solutions, and infrastructure as a service.
• Strong experience and demonstrated success selling dark fiber and wavelengths solutions.
• Ability to handle ambiguity and react quickly to changes in a fast-paced environment.
• Comfortable presenting to executive-level audiences and building confidence with senior decision-makers.

Pay

Estimated base salary range: $150,000 – $195,000 USD annually. The base pay range is a guideline and may vary based on geographic location, work experience, skill level, certifications, and other business and organizational needs. Non-sales roles may be eligible for a discretionary annual incentive plan, while sales roles may participate in a sales incentive plan.

Benefits

• Excellent health, dental, and vision insurance.
• Retirement 401(k) savings plan.
• Generous paid time off policy, including paid parental leave.