Senior Commercial Account Executive

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

📋 Description

• Identify, cultivate, and secure new revenue streams within large and intricate commercial accounts across designated geographic regions in Zayo’s Commercial Enterprise Segment.

• Seek out new clients and strategically nurture relationships within existing accounts to uncover further sales opportunities and evolve customers into long-term, multi-service partnerships.

• Create and implement strategic account plans alongside multi-threaded prospecting and customer engagement initiatives.

• Meet assigned new Monthly Recurring Revenue (MRR) and revenue growth objectives through strategic prospecting, account development, and complex solution sales.

• Acquire new clients and explore additional sales prospects within large and complex commercial accounts.

• Utilize SalesLoft to design and implement targeted, multi-threaded account engagement campaigns.

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

• Conduct discovery sessions to comprehend customer goals, network requirements, challenges, and future initiatives, transforming these needs into Zayo solutions.

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

• Oversee complex opportunities that involve multiple products, locations, stakeholders, and solution specifications.

• Propel opportunities through discovery, qualification, solution crafting, business-case formulation, proposal drafting, commercial negotiation, and closure.

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

• Adhere to the One Zayo Way sales methodology and maintain a qualified pipeline along with accurate forecasts.

• Keep precise account, contact, activity, and opportunity records 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, assigned markets, and evolving customer needs.

• 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.

• A minimum of five (5) years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure, or a related field.

• Proven success in prospecting for new customers, developing accounts, and consistently meeting or surpassing assigned sales and revenue goals.

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

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

• Demonstrated capability to conduct sophisticated discovery with business and technical stakeholders, comprehend customer objectives, and translate requirements into compelling solutions.

• Proven ability to engage multiple stakeholders within customer organizations, building relationships with various decision-makers, technical contacts, and influencers.

• Experience in developing strategic account plans and executing targeted prospecting and account-development strategies aimed at high-value prospects and clients.

• Substantial experience using SalesLoft or similar sales engagement platforms to carry out targeted, multi-persona prospecting and customer engagement campaigns.

• Proven ability to independently manage complex opportunities throughout the entire sales process, including qualification, solution development, proposal creation, negotiation, and closure.

• Strong proficiency in Salesforce CRM or similar platforms, demonstrating discipline in opportunity management, pipeline development, and sales forecasting.

• Capable of consistently executing the One Zayo Way sales process, showing strong discipline in account planning, opportunity qualification, pipeline management, forecasting, and sales execution.

• Solid business acumen with the ability to grasp customer business drivers, convey business value, and communicate effectively with both technical and business audiences.

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

• Strong organizational and time-management abilities, with the capacity to prioritize and manage multiple large accounts and complex opportunities simultaneously.

• Self-motivated, competitive, and accountable, with a proven ability to operate independently while effectively coordinating cross-functional resources.

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

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Competitive salary with performance incentives.

• Opportunities for professional development and career advancement.

• Flexible work hours and remote work options.

• Employee discounts and perks.