Senior Commercial Account Executive

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

📋 Description

• Achieve and surpass designated new Monthly Recurring Revenue (MRR) and revenue goals through the acquisition of new customers and additional sales opportunities.

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

• Utilize SalesLoft to execute targeted, multi-threaded campaigns for account engagement.

• Target high-value commercial accounts and develop opportunities for entry.

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

• Conduct discovery sessions to comprehend customer objectives, network requirements, and challenges.

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

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

• Propel opportunities through discovery, qualification, solution development, business case creation, proposal crafting, negotiation, and closing.

• Cultivate acquired customers into long-term, multi-service partnerships.

• Implement the One Zayo Way sales approach along with established sales methodologies.

• Maintain a qualified pipeline and deliver accurate sales 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 Zayo’s network capabilities, products, competitive landscape, and assigned markets.

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

⛳️ Requirements

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

• At least 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 exceeding sales and revenue targets.

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

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

• Demonstrated ability to conduct sophisticated discovery with both business and technical stakeholders and translate their needs into compelling solutions.

• Proven capability to engage multiple threads within customer organizations.

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

• Significant experience using SalesLoft or similar sales engagement platforms.

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

• Strong proficiency with Salesforce CRM or comparable platforms.

• Capability to implement the One Zayo Way sales process.

• Strong business acumen with the 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.

• Self-motivated, competitive, and accountable, with the ability to work independently and coordinate cross-functional resources.

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

🏝️ Benefits

• Health insurance

• Life insurance

• Disability retirement plans

• Paid time off

• Excellent Health, Dental & Vision Insurance

• Retirement 401(k) Savings Plan

• Generous paid time off policy, including paid parental leave

• Eligibility for a sales incentive plan