Senior Account Manager - Federal Civilian

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 Senior Account Manager - Federal Civilian to support existing and prospective U.S. Federal Civilian departments and agencies. This individual contributor role will develop strategic customer relationships and drive sales of Zayo's metro and national backbone, Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, Colocation, and related infrastructure solutions. The position is responsible for achieving sales and revenue growth targets through disciplined account management, prospecting, and complex Federal pursuit activities. The ideal candidate understands telecommunications, digital infrastructure, and the Federal acquisition environment and can manage large, complex opportunities using a consultative, trusted advisor approach.

Location: This remote position is limited to candidates residing in the National Capital Region (NCR). Greater Washington DC.

Responsibilities

• Generate sales revenue and achieve assigned growth targets by actively promoting Zayo products and services across targeted Federal Civilian accounts and prospects.

• Develop and execute strategic account plans aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities.

• Build and maintain senior relationships with agency IT, network, cybersecurity, procurement, and contracting stakeholders while protecting and expanding existing revenue.

• Execute Sell To, Sell Through, and Sell With strategies by building direct agency relationships and leveraging system integrators, contract partners, small businesses, and strategic technology partners to expand Zayo's market access and revenue.

• Identify whitespace, cross-sell, and new-logo opportunities across cabinet departments, independent agencies, and other assigned Federal Civilian entities.

• Manage complex Federal opportunities from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff.

• Translate Federal budget, appropriations, and procurement cycles into actionable pursuit timing, account priorities, and pipeline development activities.

• Work with appropriate internal teams to leverage Federal contract vehicles and acquisition pathways, including GWACs, IDIQs, BPAs, GSA MAS, NASA SEWP, and task orders.

• Coordinate with Business Development, Bid Management, Contracts/Legal,

Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success to improve win probability and customer outcomes.

• Lead and participate in executive briefings, account reviews, customer presentations, and solution discussions using a consultative, trusted advisor approach.

• Analyze customer requirements, competition, and emerging technologies to position Zayo for agency modernization, resilience, security, cloud, and connectivity priorities.

• Maintain strategic account plans, customer activity, opportunity data, and accurate forecasts in Zayo's CRM and other reporting tools to support management reviews and operating discipline.

Qualifications

• Bachelor's degree or equivalent combination of education and experience.

• Minimum of ten (10) years of complex sales experience managing large or strategic account territories, with significant experience selling to the U.S. Federal Government and Federal Civilian departments and agencies.

• Demonstrated success achieving sales goals, growing strategic accounts, developing qualified pipeline, and closing complex opportunities.

• Working knowledge of Federal acquisition, including fiscal-year budget cycles, FAR-based procurement, BPAs, IDIQs, GWACs, GSA MAS, NASA SEWP, and task-order processes.

• Experience navigating complex solicitations and proposals with bid, contracts, legal, technical, security, and compliance teams.

• Strong understanding of account management, strategic selling, opportunity qualification, and complex pursuit management.

• Exceptional relationship-building and executive communication skills, with the ability to establish credibility with senior government and industry decision makers.

• Strong financial and business acumen.

• Demonstrates strong ethics, integrity, and sound judgment, with a commitment to compliant and transparent business practices in Federal customer and procurement environments.

• Strong organization and prioritization skills, with urgency, accountability, and the ability to navigate ambiguity in a fast-paced environment.

• Strong interpersonal, collaboration, and problem-solving skills; approachable, respectful, and effective working across diverse internal and external stakeholders.

• Strong understanding of telecommunications and digital infrastructure solutions, including Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, and Colocation.

• Knowledge of Federal Civilian technology trends including hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience.

• Proficiency with Microsoft Word, Excel, and PowerPoint; Salesforce or a comparable CRM platform preferred.

• Must be eligible to satisfy and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements for assigned Federal programs.

• Ability to travel as required by customers and assigned accounts.

Estimated base salary range: $90k - $110k USD/annually.

Work Authorization Requirement: This position is not eligible for employment-based visa sponsorship. Zayo will not provide, transfer, or assume sponsorship for any employment visa or work authorization for this position now or in the future.

The base pay range shown is a guideline and reasonable estimate for this role. It takes into account the wide variety of factors that are considered in making compensation decisions. Actual compensation offered may vary from the posted range based upon geographic location, work experience, skill level, certifications, and other business and organizational needs. Non- sales roles may be eligible to participate in a discretionary annual incentive plan. Sales roles may be eligible to participate in a sales incentive plan.

Additionally, this position may be eligible for certain benefits, such as health insurance, life insurance, disability retirement plans, paid time off.

The posting will be active for a minimum of 3 days. The active posting will continue to extend by 3 days until the position is filled.

Benefits, Rewards & Wellness

• Excellent Health, Dental & Vision Insurance
• Retirement 401(k) Savings Plan
• Generous paid time off policy including paid parental leave

Zayo is an equal opportunity employer to all protected groups, including protected veterans and individuals with disabilities. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

As part of the application, hiring, onboarding, and/or employment process, Zayo or its affiliates, partners, and vendors may collect, store, and use biometric identifiers and biometric information (collectively, “Biometric Data”), such as fingerprints, facial geometry scans or other unique biological characteristics. Zayo uses CLEAR1, a third-party identity verification service, to verify applicant identity during the hiring process. CLEAR1 may collect Biometric Data, including facial geometry scans and/or other biometric identifiers, to authenticate your identity. Biometric Data will be retained pursuant to CLEAR1’s policies, which can be found here: https://www.clearme.com/clear1-credential-policy-crp. Zayo will not sell, lease, trade, or otherwise profit from any applicant's or employee's Biometric Data. By proceeding with your application, you acknowledge this disclosure. Prior to any collection of Biometric Data — including through CLEAR — you may be presented with a separate consent form and asked to provide your written authorization in accordance with applicable federal, state, and local laws, including the Illinois Biometric Information Privacy Act (BIPA), the Texas Capture or Use of Biometric Identifier Act (CUBI), and other applicable biometric privacy statutes.