Senior Account Director

Senior Account Director

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.

The Senior Account Director typically plays a critical role in managing high-value client relationships, particularly with large-scale telecommunications companies, data centers, or cloud service providers. They are responsible for driving business growth, developing strategic partnerships, and ensuring that clients' needs are met with tailored solutions in Connectivity, Colocation and infrastructure services.

Meet monthly, quarterly, and annual sales goals set by the leadership team through aggressive prospecting and selling. This role involves leading the sales process, establishing strong relationships with senior executives, and collaborating with internal teams to deliver customized solutions. The Senior Account Director will drive revenue growth through strategic account management, identifying new business opportunities, and ensuring client satisfaction.

Location: This remote work position will consider applicants that reside currently in San Francisco, California (North or South Bay area).

Responsibilities:

• Lead strategic account planning for Greenfield accounts (Hunting) and ensure the delivery of customized solutions aligned with client objectives.
• Act as the primary point of contact for clients, managing day-to-day operations, addressing issues, and providing strategic guidance.
• Identify new revenue opportunities within existing accounts and develop new business relationships within the hyperscale telecom market.
• Drive complex sales cycles from qualification to closing, including solution design, proposal creation, negotiation, and contract execution.
• Collaborate with cross-functional teams (engineering, product, marketing) to deliver innovative solutions that meet client needs.
• Develop long-term strategies for key accounts and align company offerings with clients' business objectives.
• Ensure client retention and satisfaction while growing revenue in existing accounts.
• Monitor market trends and competitor activities to identify new business opportunities and maintain competitive advantage.
• Work closely with internal stakeholders (solutions engineering, delivery, legal, product, and finance teams) to ensure successful implementation of client solutions.
• Provide insights and feedback to product and service development teams to enhance offerings based on client feedback and market trends.
• Build long-lasting relationships with key stakeholders in client organizations, ensuring their needs and expectations are understood and met.
• Organize and attend client meetings, conferences, and industry events to build networks and deepen relationships.
• Address escalated issues, provide solutions, and maintain a high level of client satisfaction throughout the partnership.
• Monitor account performance, track KPIs, and report progress to senior management.
• Provide regular updates on account health, revenue forecasts, and opportunities to senior leadership.
• Utilize CRM systems to track sales activities and ensure accurate reporting.

Qualifications / Skills:

• Bachelor's degree in Business, Telecommunications, Engineering, or a related field. Master's degree preferred.
• Minimum of ten (10) years of experience in sales or account management in the telecom, cloud infrastructure, or hyperscale data center sectors.
• Proven track record of successful hunting and driving business growth.
• Experience working with senior executives and leading cross-functional teams.
• Strong understanding of telecom infrastructure, hyperscale data centers, and cloud solutions.
• Excellent negotiation, presentation, and communication skills.
• Ability to analyze market trends and competitive intelligence to drive strategic decision-making.
• Ability to manage multiple projects and accounts simultaneously while meeting deadlines.

Estimated Base Salary Range: $136,100 - $170,000 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.

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.