Principal, Sales Director U.S. SLED

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 Director to lead a team supporting State, Local and Education (SLED) Accounts. The successful Principal, Senior Sales Director will execute and drive team selling initiatives that develop customer relationships and drive sales of metro and national backbone solutions, as well as data center and corporate connectivity.  

Our Principal, Senior Sales Director 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 telecommunications and Security with the ability to work on large, complex deals applying a consultative and trusted advisor approach. 

Location: This remote work position will consider applicants that reside in any of these states: New Jersey, Kentucky, Maryland, Michigan, Indiana, Illinois, Virginia, Minnesota, Pennsylvania, Ohio, Virginia, North Carolina, Washington D.C. (Regions: upper Midwest / MidAtlantic). 

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 are on boarded. Working closely with 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 and churn 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 ten (10) years' experience selling into State, Local and Education (SLED) Accounts.

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

• 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 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’s value proposition, products and services such as Ethernet, OCN, IP Transport, Dark Fiber, Custom Access, and Colocation. 

• Knowledge and understanding of industry trends, cloud connectivity solutions, and infrastructure as a service. Strong experience and demonstrated success selling dark fiber and wavelengths solutions. 

• 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. 

• Comfortable presenting to an executive level audience and building confidence with senior decision makers.

• Ability to travel approximately 30-50% of the time.

Estimated Base Salary Range: $150,000 - $195,000 USD/annually.

#LI-REMOTE

The base pay range shown is a guideline and reasonable estimate for this role. It takes into account the wide variety of factors that are considered in making compensation decisions. Actual compensation offered may vary from the posted range based upon geographic location, work experience, skill level, certifications, and other business and organizational needs. Non- sales roles may be eligible to participate in a discretionary annual incentive plan. Sales roles may be eligible to participate in a sales incentive plan.

Additionally, this position may be eligible for certain benefits, such as health insurance, life insurance, disability retirement plans, paid time off.

The posting will be active for a minimum of 3 days. The active posting will continue to extend by 3 days until the position is filled.

Benefits, Rewards & Wellness

• Excellent Health, Dental & Vision Insurance
• Retirement 401(k) Savings Plan
• Generous paid time off policy including paid parental leave

Zayo is an equal opportunity employer to all protected groups, including protected veterans and individuals with disabilities. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

As part of the application, hiring, onboarding, and/or employment process, Zayo or its affiliates, partners, and vendors may collect, store, and use biometric identifiers and biometric information (collectively, “Biometric Data”), such as fingerprints, facial geometry scans or other unique biological characteristics. Zayo uses CLEAR1, a third-party identity verification service, to verify applicant identity during the hiring process. CLEAR1 may collect Biometric Data, including facial geometry scans and/or other biometric identifiers, to authenticate your identity. Biometric Data will be retained pursuant to CLEAR1’s policies, which can be found here: https://www.clearme.com/clear1-credential-policy-crp. Zayo will not sell, lease, trade, or otherwise profit from any applicant's or employee's Biometric Data. By proceeding with your application, you acknowledge this disclosure. Prior to any collection of Biometric Data — including through CLEAR — you may be presented with a separate consent form and asked to provide your written authorization in accordance with applicable federal, state, and local laws, including the Illinois Biometric Information Privacy Act (BIPA), the Texas Capture or Use of Biometric Identifier Act (CUBI), and other applicable biometric privacy statutes.