Principal Senior Sales Manager – U.S. Federal Civilian

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Lead a team focused on generating sales revenue by promoting Zayo's products and services within targeted Federal Civilian accounts.

• Mentor Sales representatives on strategic account planning, opportunity qualification, pipeline development, and complex Federal pursuits.

• Supervise recruitment, hiring, onboarding, and training processes.

• Collaborate with Sales Engineering, Product, and other teams to enhance seller effectiveness and reduce sales cycles.

• Direct Sell To, Sell Through, and Sell With strategies in the Federal Civilian market.

• Develop direct relationships with agencies and utilize system integrators, contract partners, small businesses, and strategic technology partners.

• Create account strategies that align with agency missions, technology roadmaps, budgets, acquisition plans, and Zayo's capabilities.

• Foster senior relationships with agency IT, network, cybersecurity, procurement, and contracting stakeholders.

• Identify whitespace and new logo opportunities across Federal Civilian entities.

• Support sellers throughout the Federal opportunity lifecycle, from qualification and RFI/RFP responses to proposal, negotiation, award, and implementation handoff.

• Convert Federal budget, appropriations, and procurement cycles into actionable pursuit timing and account priorities.

• Guide the utilization of Federal contract vehicles, including GWACs, IDIQs, BPAs, and agency-specific pathways.

• Coordinate efforts with Business Development, Bid Management, Contracts/Legal, Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success teams.

• Lead and engage in executive briefings, account reviews, customer presentations, and solution discussions.

• Analyze customer requirements, competition, and emerging technologies to position Zayo strategically for agency modernization, resilience, security, and connectivity priorities.

• Maintain strategic account plans, customer activities, and opportunity data using Zayo's CRM and reporting tools.

• Generate accurate and timely forecasts of sales, pipeline, and churn opportunities.

⛳️ Requirements

• Bachelor's degree or equivalent combination of education and experience.

• At least ten (10) years of experience in selling telecommunications, network, cloud connectivity, cybersecurity, or related infrastructure solutions to the U.S. Federal Government, with significant experience in the Federal Civilian sector.

• Proven leadership experience through coaching, mentoring, pursuit leadership, cross-functional influence, or formal people management.

• Track record of achieving sales goals, expanding strategic accounts, developing qualified pipelines, and leading complex pursuits.

• Comprehensive understanding of account management, strategic selling, opportunity qualification, and complex pursuit management.

• Familiarity with Federal acquisition processes, including fiscal-year budget cycles, FAR-based procurement, BPAs, IDIQs, GWACs, GSA MAS, NASA SEWP, and task-order procedures.

• Experience in navigating intricate solicitations and proposals with bid, contracts, legal, technical, and compliance teams.

• Exceptional skills in relationship-building and executive communication.

• Strong financial and business acumen.

• Ethical leadership, integrity, sound judgment, and dedication to compliant and transparent Federal business practices.

• Excellent organization and prioritization skills, urgency, accountability, and capability to manage ambiguity.

• In-depth understanding of telecommunications and digital infrastructure solutions, including Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, and Colocation.

• Awareness of Federal Civilian trends such as hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience.

• Proficient in Microsoft Word, Excel, and PowerPoint; familiarity with Salesforce or a comparable CRM platform is preferred.

• Must meet and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements.

• Willingness to travel approximately 30-50% of the time.

• Not eligible for employment-based visa sponsorship; Zayo will not provide, transfer, or assume sponsorship for employment visa or work authorization.

🏝️ Benefits

• Comprehensive Health, Dental & Vision Insurance.

• Retirement 401(k) Savings Plan.

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

• Health insurance coverage.

• Life insurance options.

• Disability retirement plans.

• Paid time off benefits.

• Eligibility for sales incentive plans.

• Reasonable accommodations available as part of the employment selection process.