Principal, Senior Sales Manager

This is a fully remote position, open to applicants in California.

📋 Description

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

• Provide coaching to sales representatives in selling Zayo products and services to the regional account patch.

• Oversee recruitment, hiring, and training initiatives, including participation in onboarding new hires.

• Collaborate closely with Direct Sales and Product Groups through coaching and technical sales to facilitate deal closure and meet sales objectives.

• Present proposals and guide customers through the sales process.

• Cultivate customer relationships and secure existing revenue through long-term commitments.

• Identify, engage, and qualify potential customers.

• Monitor, analyze, and report sales performance and activities in Zayo’s CRM and other reporting tools.

• Develop timely and accurate forecasts of sales and churn opportunities.

• Maintain records of customer activity for sales and forecasting purposes.

• Provide precise and timely information to management.

• Coordinate with other departments to ensure customer satisfaction and achieve revenue targets.

• Participate in high-level face-to-face sales presentations.

• Analyze customer needs and apply Zayo products and services to address their requirements and solve issues.

• Monitor the competitive landscape and emerging technologies to effectively position Zayo.

⛳️ Requirements

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

• At least ten (10) years of experience selling to large carrier accounts.

• Minimum of five (5) years of proven experience leading successful sales teams.

• Strong financial acumen.

• Demonstrated success in consistently achieving targeted sales goals.

• Excellent communication skills, both verbal and written.

• Outstanding customer service and relationship-building skills.

• Comprehensive understanding of account management and the strategic selling process.

• Effective problem-solving, leadership, and interpersonal abilities.

• Exceptional time management and organizational skills.

• Proficiency in Microsoft Word, Excel, and PowerPoint; Salesforce experience is a plus.

• Complete comprehension of Zayo’s value proposition and products and services including Ethernet, OCN, IP Transport, Dark Fiber, Custom Access, and Colocation.

• Knowledge and understanding of industry trends, cloud connectivity solutions, and infrastructure as a service.

• Strong experience and proven success in selling dark fiber and wavelength solutions.

• Consistent focus on results and achieving goals.

• Strong teamwork capabilities.

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

• Comfortable presenting to executive-level audiences and building rapport with senior decision-makers.

• Willingness to travel approximately 20-30% of the time.

🏝️ Benefits

• Non-sales positions may qualify for participation in a discretionary annual incentive plan.

• Sales roles may be eligible for participation in a sales incentive plan.

• Health insurance coverage.

• Life insurance benefits.

• Disability retirement plans.

• Paid time off.

• Comprehensive health, dental, and vision insurance.

• Retirement 401(k) savings plan.

• Generous paid time off policy, including paid parental leave.