Principal, Senior Sales Manager

Principal, Sr. Sales ManagerZayo 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, Sr. Sales Manager to lead a team supporting Medium and Large Enterprise Accounts. The successful Principal, Sr. Sales Manager 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. The Principal, Sr. Sales Manager 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 role will consider applicants that reside in the Irvine metro area in California.ResponsibilitiesLead a team to generate sales revenue by actively promoting Zayo products and services to targeted account baseProvide coaching to team of Sales representatives in the sale of Zayo products and services to regional account patchOversee 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 achievedPresent proposals and manage customers though the sales processMaintain current business relationships with customers, securing existing revenue on long-term commitmentsApply knowledge of customers, industry, and services to achieve revenue targets Identify, initiate contact with, and qualify potential customersTrack, analyze and report on sales performance and activities in Zayo's CRM tool and other reporting toolsDevelop accurate and timely forecasts of sales and churn opportunitiesDevelop and maintain records of customer activity for reporting of sales and forecastsProvide accurate and timely information to managementCoordinate closely with other departments to ensure customer satisfaction is maintained and revenue objectives metParticipate in the creation and delivery of high-level face-to-face sales presentations that demonstrate the latest Zayo products and servicesAnalyze customer requirements to understand how Zayo products and services can be applied to meet their needs and solve their problemsKeep abreast of the competitive landscape and emerging technologies in order to best position Zayo in the marketplaceCollaboratively work as a part of a team while concurrently performing as an individual with minimal supervisionQualificationsBachelor's degree or equivalent from four-year college; or equivalent combination of education and experienceMinimum of ten (10) years experience selling into large carrier accountsMinimum of five (5) years demonstrated experience leading successful sales teamsStrong financial acumenDemonstrated success and consistency in achieving targeted sales goalsExcellent communication skills, both verbal and writtenExceptional customer service and relationship building and maintaining skillsThorough understanding of account management and the strategic selling processEffective problem solving, leadership, and interpersonal skillsExcellent time management and organizational skillsA sense of urgency and desire to rapidly accelerate results and career with Zayo Group SalesPossesses 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 skillsKnowledge of Microsoft Word, Excel, and PowerPoint; Salesforce a plusComplete understanding of Zayo's value proposition, products and services such as Ethernet, OCN, IP Transport, Dark Fiber, Custom Access, and ColocationKnowledge and understanding of industry trends, cloud connectivity solutions, and infrastructure as a service. Strong experience and demonstrated success selling dark fiber and wavelengths solutionsConsistent focus on results and goal achievement. Strong teamwork skillsAbility to handle ambiguity and anticipate and quickly react to changes in a fast-paced environmentComfortable presenting to an executive level audience and building confidence with senior decision makersAbility to travel approximately 20-30% of the timeEstimated base salary range: $130,000 - $156,000 USD/annuallyThe 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.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.