Principal, Senior Sales Manager at Zayo
Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 133,000-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 Channel Sales Manager will lead a team supporting specified accounts in Zayo’s Channel & Partnerships Sales segment that are in need of and in support of wireless infrastructure. The successful candidate will execute and drive team selling initiatives to develop customer relationships and drive sales of Connectivity, Data Center Colocation and Cloud Infrastructure services. The Channel Sales Manager is responsible for providing coaching, leadership, and development to a team of Sales professionals, as well as providing sales leadership within Zayo. This role 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 ideal candidate has a strong understanding of Information as a Service (IaaS) and Security with the ability to work on large, complex deals applying a consultative and trusted advisor approach.
Lead a team to generate sales revenue by actively promoting Zayo Network 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 are onboarded
Working closely with Indirect Sales, Direct Sales and Product Groups
Through coaching and technical sales, drive sale closure to shorten sales cycle and ensure sales goals and objectives are achieved
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
Bachelor’s degree or equivalent from four-year College; or equivalent combination of education and experience.
15-20 years’ experience solution selling into large accounts.
10-12 years’ demonstrated experience leading successful sales teams.
Strong financial acumen. Demonstrated success and consistency in achieving targeted sales goals.
Existing Channel, Partnership, and industry partner relationships across North America are desired.
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 accelerate results and career with Zayo Group Sales
Possesses excellent interpersonal skills and can work effectively with a diverse group of personalities; must be approachable, show respect for others and be able to present data with effective communication and presentation skills
Knowledge of Microsoft Word, Excel, and PowerPoint; Salesforce a plus.
Complete understanding of Zayo Networks value proposition, products and services such as Ethernet, OCN, IP Transport, Dark Fiber, Custom Access, and Colocation.
Consistent focus on results and goal achievement.
Strong teamwork skills.
Ability to handle ambiguity and anticipate and quickly react to changes in a fast-paced environment.
Ability to travel approximately 30-50% of the time
Sales Incentive Plan - full-time Zayo sales employees are also eligible for discretionary incentive cash compensation through our Sales Incentive Plan
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time