The posting
Company Description
At Zayo Europe, we’re driven by a bold vision to power the world through connectivity. We’ve built and operated the critical fibre networks that keep businesses, communities, and economies connected. In 2024, we embarked on an exciting new chapter as a standalone company — a milestone that empowers us to innovate, grow, and lead with greater agility. As we continue to evolve, our mission remains clear: to deliver fast, reliable, and scalable infrastructure that fuels the digital world.
As an Account Director focusing on Zayo Europe's hyperscale accounts, you will be partnered with a an existing Hyperscale account director and work as one half of a two-person senior account management team, jointly responsible for a shared patch of five hyperscale customers. Your primary objective will be to maintain and build on existing relationships across that customer base to drive opportunity discovery, new business growth and protection of the embedded base. The role carries joint ownership of the full sales cycle across both BAU and large, complex deals, together with stakeholder management and account strategy planning.
This is a deliberately collaborative model. You and your counterpart carry a shared annual sales and churn quota across the patch, share full visibility of all customer communications, and co-own account strategy. All sales and churn bookings across the patch are retired against the joint target.
Responsibilities
- Account Management: Build and maintain strong relationships across your assigned hyperscale contacts, acting as their primary point of contact and trusted advisor, and as an informed secondary contact across your partner's assigned relationships.
- Sales Growth: Drive opportunity discovery and new business growth across the shared patch while protecting the embedded base, working to a joint annual sales and churn target.
- Full Sales Cycle Ownership: Take joint responsibility for the end-to-end sales cycle on both BAU volume business and large, complex, long-cycle opportunities.
- Stakeholder Management: Establish and develop relationships at both working and senior management levels across customer peer, operations and leadership contact groups, and manage internal stakeholders across the business.
- Customer Engagement: Understand customer requirements, pain points and objectives in order to position Zayo's core infrastructure, data centre connectivity and cloud infrastructure solutions effectively.
- Solution Selling: Collaborate with Solution Engineering, Operations, Service Delivery and Product teams to design and present customised solutions that address specific hyperscale requirements.
- Account Strategy Planning: Own account strategy planning and the collation of customer insight for two of the five accounts in the patch, sharing that intelligence across the team.
- Pipeline Management: Develop and maintain a robust pipeline across the patch, forecasting accurately and tracking progress using CRM tools and systems.
- Negotiation and Contract Management: Lead contract negotiations, securing favourable terms and conditions while aligning with Zayo's commercial objectives and policies.
- Executive Presentation: Lead high-value presentations to internal and external C-level audiences, holding the room with credibility and clarity.
- Industry Insight: Stay informed on industry trends, emerging technologies and the competitive landscape across the hyperscale, carrier, content, data centre and subsea verticals, and feed that insight back into account and team strategy.
- Collaboration: Work in a genuine partnership model with your co-Account Director and the wider team — self-managing workload allocation, maintaining full communication transparency, and escalating appropriately to 1LM.
- Reporting and Analysis: Generate regular reporting on sales activity, performance against the joint target and account status, providing accurate and timely updates to management.
Requirements
- Experience: 5+ years in a senior sales or account management role, with a proven track record against target.
- Vertical Exposure: Experience working with large and strategic customers across the hyperscale, carrier, content, data centre, subsea or adjacent infrastructure verticals.
- Complex Deal Management: Has managed complex opportunities over lengthy sales cycles, from discovery through to contract.
- Executive Presence: Has led high-value presentations to internal and external C-level audiences.
- Relationship Building: Can demonstrated success establishing and developing strategic customer relationships at both working and senior management levels. Relationship-centric, highly customer-facing, and able to hold a room.
- Collaborative Working: Has operated in a collaborative, team-focused, partnership working model.
- Technical Aptitude: Strong foundational understanding of the digital infrastructure landscape — networking and data centre, or close adjacencies.
- Commercial and Technical Fluency: Demonstrated ability to learn and adapt on the move across both commercial and technical ground.
- Communication: Confident and thoughtful communicator with solid presentation skills. Highly presentable, articulate, personable and sociable.
- Problem Solving: Demonstrates problem-solving and critical-thinking ability, with a high level of attention to detail.
- Ownership: Demonstrates high agency, accountability and ownership.
- Education: Bachelor's degree in Business Administration, Engineering or a related field. Relevant work experience may be considered in lieu of a degree.
- Technology Proficiency: Proficient in CRM software (Salesforce and Salesloft experience preferred), Microsoft Office Suite, Google Workspace and other sales productivity tools.
Rewards
- Competitive compensation including sales 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 Europe provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, ethnic or national origin, disability status, genetics, military service status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, redundancy, transfer, leaves of absence, compensation and training.
