Channel Sr Account Director

Position Description 

Zayo Europe is looking to develop a European focused Agent sales channel programme, managed out of North America. The successful applicant will be required to help develop the programme from inception through to a productive go to market motion. Manage and generate new relationships with key Master and Sub-Agents within this territory.  Achieve sales and revenue growth targets by assisting agents in up-selling their base of Zayo accounts and acquiring new accounts. Meet monthly, quarterly, and annual sales goals set by the leadership team through aggressive prospecting and selling. Demonstrated ability to succeed in an autonomous environment is key to this role.  

Responsibilities 

• Generate sales revenue by actively promoting and teaching Master and Sub-Agents which Zayo Networks products and services will be a good fit for their customers. 

• Provide proposals and assist agents in managing their customers and prospects though the sales process. 

• Grow revenue by penetrating Sub-Agents with little to no Zayo business relationship, through active prospecting/networking 

• Maintain current business relationships with key customers, assisting agents in securing existing revenue on long term commitments 

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

• Identify and initiate contact with key Sub-Agents 

• Track, analyze and report on sales performance and activities in Zayo’s CRM tool and other reporting tools. 

• Develop accurate and timely forecast of sales opportunities. 

• Develop and maintain records of agent and customer activity for reporting of sales and forecasts. 

• Provide accurate and timely information to management. 

• Coordinate closely with other departments to ensure agent and customer satisfaction is maintained and revenue objectives met. 

• Collaboratively work as part of a team while concurrently performing as an individual 

Qualifications 

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

• 10 years’ experience solution selling into large accounts. 

• 5+ years’ experience within Channel Sales. 

• Existing relationships with key Master and Sub-Agents within the Northeast United States. 

• Strong financial acumen. 

• Demonstrated success & consistency in achieving targeted sales goals. 

• Excellent communication skills, both verbal and written. 

• Strong enterprise business relationships. 

• Health Care, Education, State/Local Government experience a big plus. 

• Exceptional customer service and relationship building/maintaining skills. 

• Thorough understanding of account management & the strategic selling process. 

• Complete understanding of Zayo Networks value proposition, products and services such as Ethernet, Wavelength, IP transport, Dark Fiber, Custom Access, and Colocation. 

• Effective problem solving and interpersonal skills. 

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