Senior Account Manager

Company Description

Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 141,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.

Zayo is seeking a Senior Account Manager to support several of Zayo's largest Global accounts in the Hyperscale space, and will work alongside more tenured reps who support the same clients. The successful Senior Account Manager will develop customer relationships within a client, from C-level down, and across multiple business units inside the organization.  The Senior Account Manager will own the more transactional business units of the customers they support and will provide support to their team mates on larger, complex deals.

The Senior Account Manager will be required to achieve sales and revenue growth targets through consistent account management, relationship building, hunting inside the client's various Business Units and across the organization. Selling to and through multiple organizations within the client BU’s and with partners. The organizations the Senior Account Manager will target will include more than just IT and Procurement and the Senior Account Manager will be expected to penetrate new business lines within the customer ecosystems

The ideal candidate has the ability to work in a fast paced environment where responsiveness, accuracy and trust are paramount.
 

Responsibilities:

• Generate sales revenue by actively promoting Zayo products and services to assigned accounts.

• Work collaboratively with the client, their end users, Zayo engineers, product teams and strategic networks team to find smart solutions to solve your client business objectives.

• Present proposals and manage customers through the sales process.

• Attain high Customer satisfaction scores based on excellent customer support, exceptional account management, and top-tier professionalism.

• Maintain current business relationships with customers, securing existing revenue on long-term commitments and/or selling new services to, with and through your client.

• Apply knowledge of business, customers, industry, Zayo, and services to achieve revenue objectives.

• Work with internal and external resources to develop and successfully execute upon account strategy, account plan, solution designs, while also building strong client and partner relationships - with the ultimate goal of increasing Zayo revenue from the solutions won.

• Manage high volume of work while maintaining a high degree of responsiveness.

• Track, analyze and report on sales performance and activities in Salesforce, Salesloft and other reporting tools.

• Provide accurate and timely forecasts of sales opportunities.

• Develop and maintain records of customer activity for reporting of sales and forecasts.

• Provide accurate and timely information to management.

• Coordinate closely with other departments and team members to ensure customer satisfaction is maintained and revenue objectives met.

• Collaboratively work as a part of a team while concurrently performing as an individual with minimal supervision.

Qualifications:

• Bachelor’s degree or equivalent from four-year College; or equivalent combination of education and experience.

• Minimum of three (3) years of relevant experience.

• Business & Financial Acumen

  • Basic corporate structure.

  • Understanding a client's industry.

  • Identifying client drivers, trends.

  • Research intelligence:  reading & understanding annual reports, latest news, how changes in executives, org structures, and industry trends impact a client's business, case studies, white papers.

  • Financial basics:  10Ks, quarterly earnings reports, stock trends, ROI.

  • Contract basics:  understanding Ts/Cs, how to negotiate Ts/Cs to win.