Senior Account Manager – Federal Civilian

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Drive sales revenue and meet designated growth objectives by advocating for Zayo products and services within targeted Federal Civilian accounts and prospects.

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

• Cultivate and sustain relationships with senior stakeholders in agency IT, networking, cybersecurity, procurement, and contracting.

• Implement Sell To, Sell Through, and Sell With strategies through direct agency interactions, system integrators, contract partners, small businesses, and strategic technology alliances.

• Discover whitespace, cross-selling, and new-logo opportunities across designated Federal Civilian entities.

• Oversee complex Federal opportunities from qualification and RFI/RFP responses to proposal, negotiation, award, and implementation transition.

• Convert Federal budget, appropriations, and procurement cycles into pursuit timelines, account priorities, and pipeline development actions.

• Utilize Federal contract vehicles and acquisition routes, including GWACs, IDIQs, BPAs, GSA MAS, NASA SEWP, and task orders.

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

• Lead executive briefings, account evaluations, customer presentations, and solution discussions.

• Evaluate customer needs, competition, and emerging technologies to position Zayo favorably for modernization, resilience, security, cloud, and connectivity initiatives.

• Maintain strategic account plans, customer interactions, opportunity data, and accurate forecasts within Zayo's CRM and reporting systems.

⛳️ Requirements

• A bachelor's degree or an equivalent combination of education and experience.

• At least ten (10) years of complex sales experience managing large or strategic account territories, with considerable experience selling to the U.S. Federal Government and Federal Civilian departments and agencies.

• Proven track record of meeting sales targets, expanding strategic accounts, developing a qualified pipeline, and successfully closing complex opportunities.

• 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 navigating intricate solicitations and proposals while collaborating with bid, contracts, legal, technical, security, and compliance teams.

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

• Excellent relationship-building and executive communication skills, capable of establishing credibility with senior government and industry decision-makers.

• Strong financial and business insight.

• High ethical standards, integrity, and sound judgment, demonstrating a commitment to compliant and transparent business practices within Federal customer and procurement settings.

• Exceptional organizational and prioritization abilities, demonstrating urgency, accountability, and the capability to navigate ambiguity in a dynamic environment.

• Strong interpersonal, collaboration, and problem-solving skills; approachable, respectful, and effective when working with diverse internal and external stakeholders.

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

• Awareness of Federal Civilian technology 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 similar CRM platform is preferred.

• Must be eligible to meet and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements for assigned Federal programs.

• Willingness to travel as needed for customer interactions and assigned accounts.

• Must not require employment-based visa sponsorship.

🏝️ Benefits

• Comprehensive Health, Dental & Vision Insurance

• Retirement 401(k) Savings Plan

• Generous paid time off policy, including paid parental leave

• Health insurance

• Life insurance

• Disability retirement plans

• Paid time off

• Sales incentive plan eligibility