Sr. Strategic Account Director at Zayo group in Austin, Texas

Job Description:

Company Description

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. Strategic Account Director (AD) will support one of Zayo's largest Global accounts. The successful candidate will develop customer relationships within a client, from C-level down, and across multiple business units inside the organization. The AD will also drive sales via sell-to, sell-through and sell-with projects.

The AD will be required to achieve sales and revenue growth targets through consistent account management, relationship building, partnering for joint selling with the client, hunting inside the client's various Business Units and across the organization. Selling to, with and through multiple organizations within the client BU's and with partners. The organizations the AD will target will include more than just IT and Procurement. The AD will also target the client's Operations, Business Development, R&D, Alliances, Sales teams, and any other team where we deem the opportunity to grow Zayo revenue.

The ideal candidate has the ability to work on large, complex deals applying a consultative and trusted advisor approach.

Responsibilities

• Generate sales revenue by actively promoting Zayo products and services to assigned Global account.


• Work collaboratively with the client, their end users, Zayo engineers, product teams and strategic networks team to find smart solutions to solve your client business objectives.


• Present proposals and manage customers through the sales process.


• Attain high Customer satisfaction scores based on excellent customer support, exceptional account management, and top tier professionalism


• Maintain current business relationships with customers, securing existing revenue on long-term commitments and/or selling new services to, with and through your client.


• Apply knowledge of business, customers, industry, Zayo, and services to achieve revenue objectives


• Work with internal and external resources to develop and successfully execute upon account strategy, account plan, solution designs, while also building strong client and partner relationships - with the ultimate goal of increasing Zayo revenue from the solutions won.


• 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

• Bachelor's degree or equivalent from four-year College; or equivalent combination of education and experience


• 3-5 years' relevant experience


• Business & Financial Acumen
  
  
  • Basic corporate structure
  
  
  • Understanding a client's industry
  
  
  • Identifying client drivers, trends
  
  
  • Research intelligence: reading & understanding annual reports, latest news, how changes in executives, org structures, and industry trends impact a client's business, case studies, white papers
  
  
  • Financial basics: 10Ks, quarterly earnings reports, stock trends, ROI
  
  
  • Contract basics: understanding Ts/Cs, how to negotiate Ts/Cs to win
  
  
  
  

• Technology Acumen
  
  
  • How Zayo services fit into the client's overall business structure
  
  
  • What operational and business problems are solved using our services
  
  
  • How to use Zayo and partner services to solve client problems
  
  
  • Reliant on Engineers for technical design, but understand the technologies enough offer suggestions, engineer-out costs, and ensure designs meet technical, financial and business requirements
  
  
  
  


• Quick learner who collaborates well with others
  
  
  • Building strong internal, client, and partner relationships
  
  
  • Orchestrating relationships across multiple client business units and teams
  
  
  • Exceptional customer service and relationship building/maintaining skills.
  
  
  
  


• A sense of urgency and desire to rapidly accelerate results and career with Zayo Group


• 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

• Strong Communication skills
  
  
  • Listening more than talking
  
  
  • Active listening
  
  
  • Tactfully handling objections
  
  
  • Storytelling
  
  
  • Showing genuine interest in the client's business & in solving a problem
  
  
  • Discovery - asking intelligent questions, identifying a need, and identifying a solution
  
  
  
  

• High tolerance for ambiguity and can work successfully in a matrix management model

• Problem Solving
  
  
  • how to uncover problems clients are facing today
  
  
  • understand the impact those problems have on the client's business and them personally
  
  
  • identify a Zayo solution to help solve those problems
  
  
  • pull in partners and team members to help solve the problem
  
  
  • Orchestrate multiple parties to design, price, and present the solution
  
  
  
  


• Prospecting
  
  
  • Within a client's organization to gain high/wide traction
  
  
  • Across multiple partners - networking and partnering with external business partners who can or do solve problems for these clients today
  
  
  
  


• Social Media
  
  
  • Building & strengthening relationships via social media - LinkedIn, Twitter
  
  
  • Using social media to build Zayo brand-awareness within the clients
  
  
  • Identifying your client interests, strengths, and skills
  
  
  
  


• Relationship Building
  
  
  • Identifying the right people who are influencers and decision-makers
  
  
  • Keeping in close contact with influencers and decision-makers with relevant content
  
  
  • Understanding how to build relationships between the two organizations, across multiple team members and partners
  
  
  • Engaging and authentic
  
  
  • Finding events and social engagements to support relationship building and advancing an opportunity
  
  
  
  


• Negotiating Skills
  
  
  • Internal, with partners and with clients
  
  
  • Reaching yes, while ensuring all parties are satisfied with the outcome
  
  
  
  


• Judgement
  
  
  • Using good judgement in relationships, business, deal-making, opportunity designing, communicating - across all areas
  
  
  • Business, Personal Integrity
  
  
  • Manners
  
  
  
  


• Presentation Skills


• Planning & Time Management


• Accurate Forecasting


• Self-starter, Interdependent


• Coachable


• Proven, consistent success managing and breaking into large companies and selling large, complex solutions


• Knowledge of Microsoft Word, Excel and PowerPoint; Salesforce a plus.


• Willingness to learn Zayo Networks value proposition, products, and services such as Ethernet, Waves, IP transport, Dark Fiber, Cloud services/connectivity, and 5G WiFi.


• Ability to travel as required by Zayo and customers

Rewards

• Competitive compensation




• Full-time Zayo employees are also eligible for discretionary quarterly short-term and long-term incentive cash bonuses which are based on the performance of the Company, an employee's business segment, and the individual employee




• Excellent benefits including health, dental, vision, 401 (k), disability and life insurance




• Fitness membership discounts




• Generous paid time off policy including paid parental leave