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.

As an Account Executive, focusing on target new logo and prospect FTTP and alt-net accounts in the UK at Zayo Group. The successful candidate will be responsible for prospecting, hunting and driving revenue growth across targeted new logo accounts. The Account Executive's primary objective will be to develop and execute sales strategies to expand Zayo's presence within the alt-net market segment. They will work closely with cross-functional teams to understand customer needs, promote Zayo's solutions, and meet or exceed sales targets.

Responsibilities:

• Prospecting: Qualifying new leads and existing target accounts within the al-net and FTTP space.

• Account Management: Build and maintain strong relationships with alt-net customers, serving as their primary point of contact and trusted advisor.

• Sales Growth: Develop and implement effective sales strategies to expand Zayo's footprint within the alt-net market segment, focusing on onboarding new logos and developing new relationships.

• Customer Engagement: Understand customer requirements, pain points, and objectives to effectively position and promote Zayo's solutions, including core infrastructure, IP Transit and data centre connectivity.

• Solution Selling: Collaborate with Solution Engineering, Operations and Product teams to design and present customised solutions that address the specific needs of FTTP and ISP customers.

• Relationship Expansion: Identify opportunities for upselling and cross-selling additional Zayo products and services, leveraging existing relationships and deepening customer engagement.

• Pipeline Management: Develop and maintain a robust sales pipeline within your allocated accounts, accurately forecasting sales projections and tracking progress using CRM tools and systems.

• Negotiation and Contract Management: Lead contract negotiations with customers, ensuring favourable terms and conditions whilst aligning with Zayo's objectives and policies.

• Industry Insight: Stay informed about industry trends, emerging technologies, and competitive landscape within the FTTP and alt-net market segments to provide valuable insights and recommendations for sales strategies.

• Collaboration: Work closely with internal teams to ensure seamless execution of sales processes and deliver exceptional customer experience.

• Reporting and Analysis: Generate regular reports on sales activities, performance metrics, and account status, providing accurate and timely updates to management.

Requirements:

• Education: Bachelor's degree in Business Administration, Engineering, or a related field. Relevant work experience will be considered in lieu of a degree or equivalent qualifications.

• Experience: Track record in sales, new business sales, business development, or similar customer focused role.

• Market Knowledge: Understanding of the telecommunications marketplace in Europe.

• Relationship Building: Excellent interpersonal and communication skills with the ability to build and nurture strong relationships at various organisational levels from scratch.

• Sales Acumen: Experience in selling, pipeline management, and achieving sales targets, ideally in a prospecting and new logo environment.

• Strategic Thinking: Ability to understand market dynamics, and develop tailored strategies to drive revenue growth.

• Results-Driven: Self-motivated, goal-oriented, and able to work independently while contributing to team objectives.

• Adaptability: Thrive in a dynamic and fast-paced environment, adapting to changing market conditions and priorities.

• Technology Proficiency: Experience in using CRM software (preferably experience working with Salesforce and Salesloft), Microsoft Office Suite, Zoom, Teams, Google Workplace, and other sales productivity tools.

• Hybrid Working: Minimum expectation is the Account Executive will be working 3 days from Zayo's London office.

Note: This job description is a general outline of responsibilities and qualifications and is not exhaustive. Additional duties may be assigned, and the job description may be modified to meet the changing needs of the organisation.

Rewards 

• Competitive compensation including annual incentive plan

• Hybrid working

• Excellent benefits including health, disability and life insurance

• Pension with higher employer contributions up to 8%

• Retail and fitness membership discounts

• Generous paid time off policy including enhanced paid parental leave, 25 days paid time off, one floating day and two volunteer days off per annum

• Employee assistance programs including mental health, wellbeing and medical support

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.