Senior Account Director

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.

The Senior Account Director typically plays a critical role in managing high-value client relationships, particularly with large-scale telecommunications companies, data centers, or cloud service providers. They are responsible for driving business growth, developing strategic partnerships, and ensuring that clients’ needs are met with tailored solutions in Connectivity, Colocation and infrastructure services.  

Meet monthly, quarterly, and annual sales goals set by the leadership team through aggressive prospecting and selling. This role involves leading the sales process, establishing strong relationships with senior executives, and collaborating with internal teams to deliver customized solutions. The Senior Account Director will drive revenue growth through strategic account management, identifying new business opportunities, and ensuring client satisfaction. 

Responsibilities: 

• Lead strategic account planning for Greenfield accounts (Hunting) and ensure the delivery of customized solutions aligned with client objectives. 

• Act as the primary point of contact for clients, managing day-to-day operations, addressing issues, and providing strategic guidance. 

• Identify new revenue opportunities within existing accounts and develop new business relationships within the hyperscale telecom market. 

• Drive complex sales cycles from qualification to closing, including solution design, proposal creation, negotiation, and contract execution. 

• Collaborate with cross-functional teams (engineering, product, marketing) to deliver innovative solutions that meet client needs. 

• Develop long-term strategies for key accounts and align company offerings with clients’ business objectives. 

• Ensure client retention and satisfaction while growing revenue in existing accounts. 

• Monitor market trends and competitor activities to identify new business opportunities and maintain competitive advantage. 

• Work closely with internal stakeholders (solutions engineering, delivery, legal, product, and finance teams) to ensure successful implementation of client solutions. 

• Provide insights and feedback to product and service development teams to enhance offerings based on client feedback and market trends. 

• Build long-lasting relationships with key stakeholders in client organizations, ensuring their needs and expectations are understood and met. 

• Organize and attend client meetings, conferences, and industry events to build networks and deepen relationships. 

• Address escalated issues, provide solutions, and maintain a high level of client satisfaction throughout the partnership. 

• Monitor account performance, track KPIs, and report progress to senior management. 

• Provide regular updates on account health, revenue forecasts, and opportunities to senior leadership. 

• Utilize CRM s