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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.

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