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.
Position Description
The Sr. Federal Account Director will support accounts in need of and in support of fiber infrastructure. The successful candidate will develop customer relationships and drive sales of Bandwidth Infrastructure to Federal Civilian agencies. Achieve sales and revenue growth targets through consistent account management activities as well as acquiring new Agency logos. Meet monthly, quarterly, and annual sales goals set by the leadership team through aggressive prospecting and selling. A demonstrated ability to succeed in an autonomous environment is key to this role.
Evangelize Zayo's unique value to the broader Federal ecosystem working with partners promoting our brand, assets and capabilites.
Advocate for the Agency internally with understanding of industry trends to help support the mission.
Manage sales pipeline with proficiency and accuracy for sales forecasting and churn risk mitigation.
Prioritize new capture proposals while working with the broader Zayo stakeholders in the entire sales process.
Attain high Net Promoter Score results based on excellent customer support in the sales process.
Maintain current business relationships with customers, securing existing revenue on long-term commitments and or selling net new accounts.
As an ambassador of Zayo Federal, ability to apply knowledge of customers, industry, and services to achieve revenue objectives.
Work with the current Sales team to develop account strategy, solution design, and relationship management on targeted accounts.
Manage high volume of work while maintaining a high degree of responsiveness.
Track, analyze and report on sales performance and activities in Salesforce 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 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:
Proven direct Civilian Agency relationships and success in navigating both technical and procurement organizations with deep understanding of Federal contracting process and regulations.
Successful experience with partnerships driving collaborative solutions being Agency focused and Missions minded.
United States citizenship with ability to obtain security clearance if needed.
Bachelor's degree or equivalent from four-year College; or equivalent combination of education and experience
7-10 years of relevant experience
Proven ability to build relationships at Executive/C level
Strong financial acumen
Quick learner who collaborates well with others.
Excellent communication and presentation skills, both verbal and written.
Exceptional customer service and relationship building/maintaining skills.
Excellent time management with high degree of 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
High tolerance for ambiguity and can work successfully in a matrix management model
Complete understanding of account management & the strategic selling process
Effective problem solving and interpersonal skills Knowledge of Microsoft Word, Excel and PowerPoint; Salesforce a plus
Complete understanding of Zayo Networks value proposition, products, and services such as Ethernet, Waves, IP transport, Dark Fiber, Cloud services/connectivity, and Colocation
