Senior Commercial Account Executive

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

📋 Description

• Meet and surpass designated new Monthly Recurring Revenue (MRR) and revenue goals through acquiring new customers and capitalizing on additional sales opportunities.

• Create and implement strategic plans for territory and account management.

• Utilize SalesLoft to carry out targeted, multi-threaded engagement campaigns for accounts.

• Engage with high-value commercial accounts to identify and develop wedge opportunities.

• Foster relationships with business executives, technical decision-makers, and influencers.

• Conduct discovery sessions to grasp customer objectives, network needs, challenges, and future plans.

• Present solutions from Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge, and Security portfolio.

• Oversee large, intricate opportunities that involve multiple products, locations, stakeholders, and requirements.

• Propel opportunities through stages of discovery, qualification, solution development, business case creation, proposal, negotiation, and closure.

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

• Adhere to the One Zayo Way sales process along with established sales methodologies.

• Maintain a qualified sales pipeline and provide precise forecasts.

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

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

• Stay informed about network capabilities, products, competitive landscape, assigned markets, and customer needs.

• Share best practices and market knowledge 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 field.

• Proven track record in prospecting for new customers, account development, and consistently achieving or exceeding sales and revenue goals.

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

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

• Proven ability to conduct sophisticated discovery sessions with business and technical stakeholders, comprehending customer objectives, and transforming requirements into compelling solutions.

• Ability to build relationships within customer organizations, engaging multiple decision-makers, technical stakeholders, and influencers.

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

• Significant experience using SalesLoft or similar sales engagement platforms.

• Demonstrated capability to independently manage complex opportunities through qualification, solution development, proposal, negotiation, and closure.

• Strong proficiency in Salesforce CRM or similar platforms.

• Ability to consistently execute the One Zayo Way sales process.

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

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

• Excellent organizational and time-management abilities.

• Self-driven, competitive, and accountable, with the capacity to operate independently and coordinate cross-functional resources.

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

🏝️ Benefits

• Health insurance.

• Life insurance.

• 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.