Strategic Account Director – Managed Services & SASE

About this role

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 S trategic   Account Director – Managed Services   & SASE to partner with all sales organizations to identify, develop, and close opportunities across new logos, existing customers, and prospective accounts seeking Managed Services, Secure Access Service Edge (SASE), SD-WAN, Security Service Edge (SSE), and other advanced communications infrastructure solutions. The successful candidate will   be responsible for   driving growth by positioning Zayo's portfolio of managed   services , security, cloud connectivity, edge solutions, voice, and infrastructure services through a consultative, customer-first sales approach.  

Operating in an overlay sales model, this role partners closely with Account Executives, Sales Engineers, Product teams, and Channel partners to support complex enterprise opportunities and serve as a subject matter expert for Managed Services and security solutions.  

The ideal candidate is a proven hunter with extensive experience prospecting, developing new business opportunities, and building executive-level relationships. Success in this role requires   demonstrated   expertise   selling SD-WAN, SASE, and SSE solutions, along with a strong understanding of leading networking and security platforms from vendors such as  Palo Alto Networks, VMware VeloCloud, Versa Networks, Fortinet, and Cisco . Candidates should be comfortable leading complex sales cycles involving multiple stakeholders while partnering closely with technical resources to develop tailored customer solutions.  

Success in this role requires a consultative sales approach, a demonstrated history of exceeding quota, and the ability to align technology solutions with business outcomes. Candidates with an established network of enterprise relationships and experience creating net-new opportunities within large enterprise and Fortune 500 accounts will be particularly well suited for this position.  

Location:   This   fully remote   role will consider applicants that currently   reside   in the continental United States. Preference is in the Pacific and Mountain Time Zones.   

Responsibilities:  

• Achieve and exceed assigned revenue targets through acquisition of new & existing customers inside target prospect segments.  

• Partner with Account Executives and Sales teams in an overlay sales capacity to   identify , qualify, develop, and close Managed Services, SD-WAN, SASE, and SSE opportunities.   

• Serve as a subject matter expert for Managed Services and security solutions, providing sales leadership, customer guidance, and strategic account support throughout the sales cycle.  

• Develop and execute territory and account plans focused on new logo acquisition, expansion of existing customer relationships, and increased market penetration.   

• Build and   maintain   executive-level relationships with key customer stakeholders, including CIOs, CISOs, IT Infrastructure leaders, and Network Architects.   

• L ead consultative discovery sessions to uncover customer business challenges and align Zayo's Managed Services, SD-WAN, SASE, SSE, Cloud, and Infrastructure solutions to desired business outcomes.   

• Collaborate with Sales Engineering, Product Management, Operations, and delivery teams to design and present customized solutions that address customer requirements.  

• Maintain   accurate   opportunity, pipeline, customer activity, and forecast data within Salesforce CRM and provide regular updates to leadership.  

• Drive complex enterprise sales opportunities involving multiple stakeholders, business units, channel partners, and technology vendors.  

• Support field sales organizations by providing   expertise, competitive positioning, and strategic guidance on Managed Services, SD-WAN, SASE, and SSE opportunities.   

• Maintain current knowledge of networking, security, cloud connectivity, and managed services market trends, including solutions from Palo Alto Networks, Fortinet, Cisco, VMware VeloCloud, Versa Networks, Netskope, and other industry leaders.  

Qualifications:  

• Bachelor's degree and/or a minimum of eight (8) years of relevant enterprise technology sales experience, with ten ( 10)   years preferred.  

• Proven experience   operating   in an overlay sales motion, partnering with direct sales teams, account executives, sales engineers, and customer success teams to   identify , develop, and close complex Managed Services, SD-WAN, SASE, and SSE opportunities.  

• Demonstrated success managing and expanding relationships within large enterprise and Fortune 500 accounts, including engagement with C-level executives, CISOs, CIOs, networking leaders, and security stakeholders.  

• Experience supporting strategic, multi-million-dollar sales opportunities involving long sales cycles, multiple decision-makers, and complex solution architectures.

• Demonstrated success selling Managed Network Services, SD-WAN, Security Service Edge (SSE), and Secure Access Service Edge (SASE) solutions within enterprise and mid-market customer environments, preferably within the telecommunications industry.

• Strong understanding of modern networking and security architectures, including SD-WAN, SASE, SSE, cloud networking, secure remote access, and managed security services.

• Experience positioning and selling solutions   leveraging   leading networking and security platforms, including Palo Alto Networks, VMware Vel

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