Senior Account Manager – Federal Civilian

🔥 11 minutes ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

💵 $90k - $110k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

🦅 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

• Generate sales revenue and achieve assigned growth targets by promoting Zayo products and services across targeted Federal Civilian accounts and prospects. • Develop and execute strategic account plans aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities. • Build and maintain senior relationships with agency IT, network, cybersecurity, procurement, and contracting stakeholders. • Execute Sell To, Sell Through, and Sell With strategies using direct agency relationships, system integrators, contract partners, small businesses, and strategic technology partners. • Identify whitespace, cross-sell, and new-logo opportunities across assigned Federal Civilian entities. • Manage complex Federal opportunities from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff. • Translate Federal budget, appropriations, and procurement cycles into pursuit timing, account priorities, and pipeline development activities. • Leverage Federal contract vehicles and acquisition pathways, including GWACs, IDIQs, BPAs, GSA MAS, NASA SEWP, and task orders. • Coordinate with Business Development, Bid Management, Contracts/Legal, Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success. • Lead executive briefings, account reviews, customer presentations, and solution discussions. • Analyze customer requirements, competition, and emerging technologies to position Zayo for modernization, resilience, security, cloud, and connectivity priorities. • Maintain strategic account plans, customer activity, opportunity data, and accurate forecasts in Zayo's CRM and reporting tools.

🎯 Requirements

• Bachelor's degree or equivalent combination of education and experience. • Minimum of ten (10) years of complex sales experience managing large or strategic account territories, with significant experience selling to the U.S. Federal Government and Federal Civilian departments and agencies. • Demonstrated success achieving sales goals, growing strategic accounts, developing qualified pipeline, and closing complex opportunities. • 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, security, and compliance teams. • Strong understanding of account management, strategic selling, opportunity qualification, and complex pursuit management. • Exceptional relationship-building and executive communication skills, with the ability to establish credibility with senior government and industry decision makers. • Strong financial and business acumen. • Strong ethics, integrity, and sound judgment, with a commitment to compliant and transparent business practices in Federal customer and procurement environments. • Strong organization and prioritization skills, with urgency, accountability, and the ability to navigate ambiguity in a fast-paced environment. • Strong interpersonal, collaboration, and problem-solving skills; approachable, respectful, and effective working across diverse internal and external stakeholders. • 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 technology trends including hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience. • Proficiency with Microsoft Word, Excel, and PowerPoint; Salesforce or a comparable CRM platform preferred. • Must be eligible to satisfy and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements for assigned Federal programs. • Ability to travel as required by customers and assigned accounts. • Must not require employment-based visa sponsorship.

🏖️ 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