Account Director-Data Centre Operators

Company Description

At Zayo Europe, we’re driven by a bold vision to power the world through connectivity. We’ve built and operated the critical fibre networks that keep businesses, communities, and economies connected. In 2024, we embarked on an exciting new chapter as a standalone company — a milestone that empowers us to innovate, grow, and lead with greater agility. As we continue to evolve, our mission remains clear: to deliver fast, reliable, and scalable infrastructure that fuels the digital world.

Role Guide: Account Director – Data Centre Operators 

Location:  Frankfurt, Munich or South Germany

Reporting Line: Sales Lead - Data Centres and Managed Service Providers 

This role must be fluent in German

Role Overview 

As an Account Director at Zayo, your primary responsibility is to drive revenue growth and establish strong, enduring relationships within the data centre operators and managed service providers territory. You will leverage a multifaceted go-to-market approach involving direct sales (sell-to), channel partnerships (sell-through), and collaborative engagements (sell-with) to maximize market penetration and customer satisfaction. 

Key Responsibilities 

1. Sales Strategy & Execution - 

Sell-To: - Identify and target high-potential data centre operators and new data centre builds.  

• Develop and execute strategic account plans tailored to each customer.

• Work to identify strategic new data centre build projects and to position Zayo to connect as the 1st mover. 

• Build business cases and return-on-investment profiles to win capital investment for your projects  

• Present and demonstrate network infrastructure solutions, highlighting unique value propositions to connect campus sites and global backbones. 

• Negotiate contracts and close deals to meet or exceed sales targets. 

Sell-Through: - Cultivate and manage resale relationships to drive additional services through the operator. 

• Collaborate with partners to identify mutual growth opportunities. 

• Enable partners through training, support, and joint marketing efforts. 

• Track and measure partner performance, ensuring alignment with business objectives.  

Sell-With: - Identify and engage with complementary technology providers and their End-User clients

• Develop joint value propositions and go-to-market strategies. 

• Coordinate joint sales efforts and manage co-selling activities. 

• Foster collaborative relationships to drive joint customer success. 

2. Customer Relationship Management 

• Build and maintain strong, trust-based relationships with key stakeholders at data centre operators. 

• Act as the primary point of contact, ensuring exceptional customer experience and satisfaction. - Conduct regular business reviews and strategic planning sessions with customers. 

• Own the revenue stream to ensure that churn is minimised.

• Address and resolve customer issues, concerns, and feedback promptly. 

3. Market & Competitive Analysis  

• Stay informed about industry trends, market dynamics, and competitor activities. 

• Identify and capitalize on emerging opportunities and market shifts.

• Provide insights and feedback to internal teams to enhance product offerings and competitive positioning. 

4. Cross-Functional Collaboration 

• Work closely with marketing, product management, enterprise, hyperscale and wholesale territories  and engineering teams to ensure alignment of sales strategies and product development. 

• Participate in cross-functional initiatives and projects to drive business growth and innovation. Share customer insights and feedback to influence product roadmaps and marketing strategies. 

5. Reporting & Performance Management 

• Maintain accurate and up-to-date records of sales activities, customer interactions, and pipeline status. 

• Prepare and pr