Head of Account Management

Company Description

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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 Head of Account Management to provide coaching, leadership, and development to several teams of Sales professionals focused on driving growth across a high quantity of smaller existing accounts.

The successful candidate will execute and drive team selling initiatives to further develop customer relationships and sales of Fiber and Transport, Network Connectivity and Managed Services.

The ideal candidate has 10+ years of leading sales teams within telecommunications infrastructure and possesses a deep understanding of the communications infrastructure space (technical, financial and competitive landscape).

The Head of Account Management must have passion for building and developing high performing sales teams. This role will drive the team to meet and exceed monthly, quarterly, and annual sales targets and provide guidance and counsel throughout the sales process to accelerate the sales cycle to closure.

This is an onsite position at Zayo Group headquarters in downtown Denver, Colorado.

Responsibilities :

• Team Leadership : Lead and mentor a team of account managers, providing guidance and support to ensure exceptional client service and achievement of revenue targets.
• Client Relationship Management : Build and maintain strong relationships with key clients across the assigned customer base;

serve as the primary Leadership point of contact for strategic accounts; understanding their needs and ensuring E2E satisfaction.

Business Development : Collaborate with the sales and marketing teams to identify new business opportunities and expand existing accounts.

Develop strategies to upsell and cross-sell Zayo’s portfolio of services and solutions.

• Strategic Planning : Develop and implement account management strategies aligned with company objectives. Drive initiatives to increase customer retention and lifetime value.
• Performance Analysis : Monitor account metrics and KPIs, providing regular performance management to senior management.

Identify trends and areas for improvement to optimize account management activity and processes.

Market Knowledge : Stay updated on industry trends, competitive landscape, and regulatory changes affecting the telecom sector.

Utilize market insights to inform strategic decisions and enhance client offerings.

• Collaboration : Work closely with cross-functional teams including sales, operations, deal management and product development to ensure seamless service delivery and customer satisfaction.
• Recruitment : Guide a continuous strategy to recruit, hire, train and develop a junior sales organization.

Qualifications :

• Minimum of 12-15 years deep industry knowledge and experience in industry.
• Minimum of ten (10) years sales leadership experience within related industries and demonstrated ability to achieve targeted sales goals.

Proven record of coaching junior sellers in a fast paced environment.

• Bachelor’s degree or equivalent from four-year College; or equivalent combination of education and experience. MBA Preferred.
• Strong financial acumen and ability to build and present business case to Executives.
• 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 Networks value proposition, products and services such as Ethernet, OCN, IP Transport, Dark Fiber, Custom Access, and Colocation.
• 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.

Base salary range : $178,000 - $215,000 US, commensurate with experience.

Benefits, Rewards & Wellness

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

Zayo provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws.

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.

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