Account Executive

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 an Account Executive to be responsible for identifying, engaging, developing and closing new revenue opportunities within assigned geographic territories. The successful candidate will primarily prospect for new-logo customers located in Zayo on-net buildings and drive sales of Internet and related connectivity services. The position is responsible for achieving assigned new MRR and revenue growth targets through consistent prospecting, customer engagement and sales activities. The ideal candidate demonstrates the ability to work independently in a high-activity sales environment, build customer relationships, effectively communicate the Zayo value proposition and develop a consultative, trusted-advisor approach to selling.

Responsibilities:

• Achieve and exceed assigned new MRR and revenue targets through the acquisition of new customers within assigned geographic territories.
• Prospect within assigned territories to identify and develop new-logo opportunities, with primary emphasis on customers located in Zayo on-net buildings.
• Leverage SalesLoft to execute targeted, multi-touch prospecting and customer engagement campaigns, using sequencing, personalization and activity insights to consistently engage prospects, generate meetings and advance sales opportunities.
• Generate sales opportunities through consistent outbound prospecting, lead follow-up, appointment setting and customer engagement activities. Establish and conduct sales meetings with prospective customers, effectively presenting Zayo's value proposition and relevant Internet and connectivity solutions.
• Drive new sales opportunities through the entire sales process, from initial prospecting through qualification, proposal, negotiation and close.
• Develop trusted relationships with customer decision-makers and influencers to create new sales opportunities and establish a foundation for long-term customer relationships.
• Maintain a high level of prospect and customer engagement while effectively prioritizing a high volume of sales activity. Follow the One Zayo Way sales process and utilize Zayo's defined tools, methodologies and best practices to drive consistent execution, pipeline management, opportunity progression and customer engagement.
• Collaborate with internal sales, engineering, operations, marketing and other teams to develop solutions and ensure a positive customer experience.
• Maintain timely and accurate account, contact and opportunity information in Salesforce and other sales reporting systems.
• Maintain accurate and timely opportunity information and provide reliable sales forecasts in accordance with One Zayo Way standards, ensuring pipeline, close dates, deal values and probability reflect the current customer situation and expected outcome. 

Qualifications:

• Bachelor’s degree or equivalent combination of education and experience; prior professional sales experience is not required.
• Interest in developing a career in sales, technology and communications infrastructure.
• Highly motivated, competitive, coachable and comfortable working toward measurable goals and performance expectations.
• Strong verbal and written communication skills with the confidence to engage prospective customers through phone, email, social and virtual or in-person meetings.
• Demonstrated ability to build relationships, ask thoughtful questions and listen to understand customer needs.
• Comfortable with outbound prospecting and developing new customer relationships through consistent daily activity.
• Strong organizational and time-management skills with the ability to prioritize prospects, follow up consistently and manage multiple opportunities.
• Willingness and ability to learn and consistently apply the One Zayo Way sales methodology, processes and expectations. Comfortable learning and using sales technology, including Salesforce and SalesLoft, to manage customer information, execute prospecting campaigns, track activity and maintain an accurate pipeline.
• Ability and willingness to develop foundational knowledge of Zayo's network and services, initially including Internet and fiber-based connectivity, and expand product knowledge over time.
• Collaborative mindset with the ability to work effectively across Sales, Sales Engineering, Operations and other internal teams.
• Demonstrates accountability, integrity, curiosity and a strong sense of urgency.
• Ability to travel as required to support customers and territory activities.

Estimated base salary range: $45,500 -$65,000 USD/annually

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.