Principal Senior Sales Manager – U.S. Federal Civilian

🔥 1 minute ago

🏛️ District of Columbia – Remote

🏛️ District of Columbia – Remote

💵 $125k - $155k / year

⏰ Full Time

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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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

• Lead a team generating sales revenue by promoting Zayo products and services across targeted Federal Civilian accounts • Coach Sales representatives on strategic account planning, opportunity qualification, pipeline development, and complex Federal pursuits • Oversee recruiting, hiring, onboarding, and training • Partner with Sales Engineering, Product, and other teams to improve seller effectiveness and shorten sales cycles • Lead Sell To, Sell Through, and Sell With strategies across the Federal Civilian market • Build direct agency relationships and leverage system integrators, contract partners, small businesses, and strategic technology partners • Establish account strategies aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities • Build senior relationships with agency IT, network, cybersecurity, procurement, and contracting stakeholders • Identify whitespace and new-logo opportunities across Federal Civilian entities • Guide sellers through the Federal opportunity lifecycle from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff • Translate Federal budget, appropriations, and procurement cycles into pursuit timing and account priorities • Guide use of Federal contract vehicles, GWACs, IDIQs, BPAs, and agency-specific pathways • Coordinate with Business Development, Bid Management, Contracts/Legal, Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success • Lead and participate in executive briefings, account reviews, customer presentations, and solution discussions • Analyze customer requirements, competition, and emerging technologies to position Zayo for agency modernization, resilience, security, and connectivity priorities • Maintain strategic account plans, customer activity, and opportunity data in Zayo's CRM and reporting tools • Develop accurate and timely forecasts of sales, pipeline, and churn opportunities

🎯 Requirements

• Bachelor's degree or equivalent combination of education and experience • Minimum of ten (10) years of experience selling telecommunications, network, cloud connectivity, cybersecurity, or related infrastructure solutions to the U.S. Federal Government, with significant Federal Civilian experience • Demonstrated leadership through coaching, mentoring, pursuit leadership, cross-functional influence, or formal people management • Demonstrated success achieving sales goals, growing strategic accounts, developing qualified pipeline, and leading complex pursuits • Thorough understanding of account management, strategic selling, opportunity qualification, and complex pursuit management • Working knowledge of Federal acquisition, including fiscal-year budget cycles, FAR-based procurement, BPAs, IDIQs, GWACs, GSA MAS, NASA SEWP, and task-order processes • Experience navigating complex solicitations and proposals with bid, contracts, legal, technical, and compliance teams • Exceptional relationship-building and executive communication skills • Strong financial and business acumen • Ethical leadership, integrity, sound judgment, and commitment to compliant and transparent Federal business practices • Strong organization and prioritization skills, urgency, accountability, and ability to navigate ambiguity • Strong understanding of telecommunications and digital infrastructure solutions, including Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, and Colocation • Knowledge of Federal Civilian trends including hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience • Proficiency with Microsoft Word, Excel, and PowerPoint; Salesforce or comparable CRM platform preferred • Must be eligible to satisfy and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements • Ability to travel approximately 30-50% of the time • Not eligible for employment-based visa sponsorship; Zayo will not provide, transfer, or assume sponsorship for employment visa or work authorization

🏖️ Benefits

• Excellent Health, Dental & Vision Insurance • Retirement 401(k) Savings Plan • Generous paid time off policy including paid parental leave • Health insurance • Life insurance • Disability retirement plans • Paid time off • Sales incentive plan eligibility • Reasonable accommodation as part of the employment selection process