Senior Commercial Account Executive

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🔥 12 minutes ago

🇨🇦 Canada – Remote

💵 $62.6k - $83.5k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 0%

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Zayo Group

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2007

📦 Logistics

💼 Consulting

🏥 Healthcare

💰 $92.9M Grant on 2023-06

Logistics • Consulting • Healthcare

Zayo Group is a leading global provider of communication infrastructure services, offering a wide range of products and services including fiber & transport, network connectivity, mobile infrastructure, private networks, and various managed services like SD-WAN and security solutions. Zayo's extensive network spans over 145,000 route miles of fiber and connects over 1,500 data centers worldwide. Its services cater to various industries including education, finance, healthcare, retail, media & entertainment, and more, helping businesses achieve scalable and secure connectivity solutions. With a focus on innovation and customer success, Zayo continuously invests in network expansion and service delivery excellence.

📋 Description

• Identify, develop and close new revenue opportunities within large and complex commercial accounts across assigned geographic territories in Zayo’s Commercial Enterprise Segment • Prospect for new customers and strategically develop relationships within existing accounts to identify additional sales opportunities and grow customers into long-term, multi-service relationships • Develop and execute strategic account plans and multi-threaded prospecting and customer engagement campaigns • Achieve assigned new MRR and revenue growth targets through strategic prospecting, account development and complex solution selling • Acquire new customers and develop additional sales opportunities within large and complex commercial accounts • Use SalesLoft to design and execute targeted, multi-threaded account engagement campaigns • Build and maintain relationships with business leaders, technical decision-makers and influencers • Conduct discovery to understand customer objectives, network requirements, challenges and future initiatives, and translate needs into Zayo solutions • Position solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio • Manage complex opportunities involving multiple products, locations, stakeholders and solution requirements • Drive opportunities through discovery, qualification, solution development, business-case development, proposal, commercial negotiation and close • Develop newly acquired customers into long-term, multi-service relationships and generate additional new MRR • Follow the One Zayo Way sales process and maintain qualified pipeline and accurate forecasts • Maintain accurate account, contact, activity and opportunity information in Salesforce • Collaborate with Sales Engineering, Product, Operations, Legal, Finance, Marketing and other internal organizations • Maintain knowledge of Zayo’s network capabilities, product portfolio, competitive environment, assigned markets and emerging customer requirements • Share best practices and market insights with the Regional Enterprise organization

🎯 Requirements

• Bachelor’s degree or equivalent combination of education and relevant professional experience • Minimum of five (5) years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure or a related industry • Demonstrated success prospecting for new customers, developing accounts and consistently achieving or exceeding assigned sales and revenue targets • Proven experience 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 demonstrated knowledge of Fiber Infrastructure, Transport, IP, SD-WAN, Edge and/or Security services • Demonstrated ability to conduct sophisticated discovery with business and technical stakeholders, understand customer objectives and translate requirements into compelling solutions • Proven ability to multi-thread within customer organizations, developing relationships with multiple decision-makers, technical stakeholders and influencers • Experience developing strategic account plans and executing targeted prospecting and account-development strategies against high-value prospects and customers • Strong experience using SalesLoft or similar sales engagement platforms to execute targeted, multi-persona prospecting and customer engagement campaigns • Demonstrated ability to independently manage complex opportunities through the complete sales process, including qualification, solution development, proposal, negotiation and close • Strong proficiency with Salesforce CRM or similar platforms, with demonstrated discipline in opportunity management, pipeline development and sales forecasting • Ability to consistently execute the One Zayo Way sales process and demonstrate strong discipline around account planning, opportunity qualification, pipeline management, forecasting and sales execution • Strong business acumen with the ability to understand customer business drivers, articulate business value and effectively communicate with both technical and business audience • Excellent verbal, written, presentation, negotiation and interpersonal communication skills • Strong organizational and time-management skills with the ability to prioritize and manage multiple large accounts and complex opportunities simultaneously • Self-motivated, competitive and accountable, with demonstrated ability to operate independently while effectively orchestrating cross-functional resources • Ability to travel as required to support customers and territory activities

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