Principal, Senior Sales 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 Principal, Senior Sales Manager to be responsible for providing coaching, leadership, and development to a team of Sales professionals, as well as providing sales leadership within Zayo. The Principal, Senior Sales Manager will drive the team to meet and exceed monthly, quarterly, and annual sales goals and provide guidance and counsel throughout the sales process to drive the sales cycle to closure.

The successful candidate will execute and drive team selling initiatives to develop customer relationships and drive sales of end user connectivity, metro and national backbone solutions, wireless infrastructure services and Edge Solutions. The ideal candidate has a strong understanding of telecommunications within the Enterprise space with the ability to work on large, complex deals applying a consultative and trusted advisor approach.

Location: This is an onsite position - three days per week - at Zayo Group headquarters in downtown Denver, Colorado. (Hybrid Work)

Responsibilities:

• Lead a team to generate sales revenue by actively promoting Zayo products and services to targeted account base

• Provide coaching to team of Sales representatives in the sale of Zayo products and services to regional account patch

• Oversee the teams’ recruiting, hiring, and training program; including participation in training new hires as they onboard 

• Present proposals and manage customers though the sales process

• Maintain current business relationships with customers, securing existing revenue on long-term commitments

• Apply knowledge of customers, industry, and services to achieve revenue targets

• Identify, initiate contact with, and qualify potential customers

• Track, analyze and report on sales performance and activities in Zayo’s CRM tool and other reporting tools

• Develop 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 to ensure customer satisfaction is maintained and revenue objectives met

• Participate in the creation and delivery of high-level face-to-face sales presentations that demonstrate the latest Zayo products and services

• Analyze customer requirements to understand how Zayo products and services can be applied to meet their needs and solve their problems

• Keep abreast of the competitive landscape and emerging technologies in order to best position Zayo in the marketplace

• 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 five (5) years experience selling within industry

• Minimum of five (5) years demonstrated experience leading successful sales teams

• Passion for coaching and developing entry-level talent

• Strong financial acumen

• Demonstrated success and consistency in achieving targeted sales goals

• Excellent communication skills, both verbal and written

• Exceptional customer service and relationship building and maintaining skills

• Thorough understanding of account management and the strategic selling process

• Effective problem solving, leadership, and interpersonal skills

• Excellent time management and organizational skills

• A sense of urgency and desire to rapidly acc