Channel Account Manager

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.

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.

Location: This remote work position is open to candidates anywhere in Ontario, Canada.

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.

Base Pay Range: $52,200 - $69,400 CAD, commensurate with experience. This role is also eligible for participation in the sales commission plan.

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