Channel Account Manager

Zayo is seeking a Channel Account Manager to play a pivotal role in cultivating relationships with select Zayo partners, driving sales in targeted accounts, and championing a sell-with approach. The Channel Account Manager position requires a candidate with a robust understanding of Fiber Infrastructure, Transport, IP, SD-WAN, UCaaS, and Security services. The ideal candidate will leverage their expertise to navigate large, complex deals, applying a consultative and trusted advisor approach and being the Zayo expert to assigned partners.

Key Responsibilities:

Partnership Development:

• Cultivate and nurture relationships with select Zayo Channel partners, ensuring a collaborative and productive partnership.
• Collaborate with partners to formulate account strategies, design solutions, and manage relationships for targeted accounts.

Sales Process Management:

• Play a key role in the discovery, proposal, and management of the strategic sales process for targeted customers and prospects.
• Actively promote Zayo products and services to generate sales revenue in the assigned accounts.

Customer Relationship Management:

• Maintain and strengthen existing business relationships with customers, securing revenue from long-term commitments and identifying opportunities for net new accounts.
• Apply in-depth knowledge of customers, industry trends, and Zayo services to achieve revenue objectives.

Performance Tracking and Reporting:

• Utilize Zayo's CRM tool and other reporting tools to track, analyze, and report on sales performance and activities.
• Develop accurate and timely forecasts of sales opportunities, contributing to strategic decision-making.

Cross-Functional Collaboration:

• Collaborate closely with other departments to ensure customer satisfaction is maintained, and revenue objectives are met.
• Demonstrate the ability to work both independently and as part of a cohesive team.

Time Management and Responsiveness:

• Manage a high volume of work while maintaining a high degree of responsiveness, ensuring timely and effective communication with partners and internal teams.

Qualifications:

• Bachelor’s degree or equivalent four-year college education is preferred.
• Minimum of 3 (three) years of experience in solution selling into large accounts.
• Minimum of 2 (two) years of experience in Channel Sales.
• Demonstrated success and consistency in achieving targeted sales goals.
• Excellent communication skills, both verbal and written.
• Exceptional customer service and relationship-building skills.
• Complete understanding of Zayo Network's value proposition, products, and services such as Ethernet, Wavelength, IP transport, Dark Fiber, Custom Access, and Colocation.
• Proficient in Google Suite, Microsoft Office, and Salesforce.