Senior Commercial Account Executive

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

📋 Description

• Identify, develop, and secure new revenue opportunities within large and intricate commercial accounts.

• Prospect for potential customers and cultivate relationships within existing accounts.

• Meet and surpass designated new Monthly Recurring Revenue (MRR) and revenue objectives.

• Formulate and implement strategic territory and account plans.

• Utilize SalesLoft to carry out targeted, multi-threaded account engagement initiatives.

• Engage with high-value commercial accounts and create wedge opportunities.

• Establish connections with business leaders, technical decision-makers, and influencers.

• Conduct discovery sessions to comprehend customer goals, network needs, challenges, and upcoming initiatives.

• Position solutions across Zayo's Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security offerings.

• Manage complex opportunities that involve multiple products, locations, stakeholders, and solution requirements.

• Guide opportunities through the stages of discovery, qualification, solution development, business-case formulation, proposal, negotiation, and closing.

• Transform acquired customers into long-term, multi-service partnerships and generate additional new MRR.

• Adhere to the One Zayo Way sales process while maintaining a qualified pipeline and accurate forecasts.

• Keep account, contact, activity, and opportunity data updated in Salesforce.

• Collaborate with Sales Engineering, Product, Operations, Legal, Finance, Marketing, and other internal teams.

• Stay informed about Zayo's network capabilities, product offerings, competitive landscape, and assigned markets.

• Share best practices and market insights with the Regional Enterprise organization.

⛳️ Requirements

• Bachelor’s degree or an equivalent combination of education and relevant professional experience.

• At least five (5) years of successful B2B sales experience, ideally in telecommunications, technology, network infrastructure, or a related sector.

• Proven track record in prospecting for new customers, nurturing accounts, and consistently meeting or exceeding sales and revenue targets.

• Demonstrated experience in developing and closing large, complex B2B sales opportunities involving multiple customer stakeholders, locations, products, or solution needs.

• Strong working knowledge of telecommunications and network infrastructure, including Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and/or Security services.

• Proven ability to conduct sophisticated discovery with both business and technical stakeholders and translate requirements into compelling solutions.

• Established capability to multi-thread within customer organizations.

• Experience in creating strategic account plans and executing targeted prospecting and account-development strategies.

• Solid experience using SalesLoft or similar sales engagement platforms.

• Ability to independently manage complex opportunities through qualification, solution development, proposal, negotiation, and closing.

• Strong proficiency with Salesforce CRM or similar platforms.

• Capacity to execute the One Zayo Way sales process and maintain discipline in account planning, qualification, pipeline management, forecasting, and sales execution.

• Strong business acumen and ability to communicate effectively with both technical and business audiences.

• Excellent verbal, written, presentation, negotiation, and interpersonal communication skills.

• Strong organizational and time-management abilities.

• Ability to work independently while coordinating cross-functional resources.

• Willingness to travel as needed to support customer and territory activities.

🏝️ Benefits

• Health insurance

• Life insurance

• Disability retirement plans

• Paid time off

• Paid parental leave

• Dental insurance

• Vision insurance

• Retirement 401(k) Savings Plan