Principal Senior Sales Manager - U.S. 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 Principal, Senior Sales Manager to lead a team supporting U.S. Federal Civilian departments and agencies. The successful Principal, Senior Sales Manager will drive team selling initiatives that deepen agency relationships and grow sales of Zayo's metro and national backbone, secure connectivity, data center, cloud connectivity, and related infrastructure solutions.

Our Principal, Senior Sales Manager, is responsible for coaching, leadership, and development of a team of Sales professionals and for providing sales leadership within Zayo. This role will drive the team to meet and exceed monthly, quarterly, and annual sales goals while guiding complex opportunities to closure. The ideal candidate understands telecommunications, cybersecurity, and the Federal acquisition environment and can lead large pursuits using a consultative, trusted advisor approach.

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

Responsibilities:

• Lead a team to generate sales revenue by actively promoting Zayo products and services across targeted Federal Civilian accounts.

• Coach Sales representatives on strategic account planning, opportunity

qualification, pipeline development, and complex Federal pursuits.

• Oversee recruiting, hiring, onboarding, and training; partner with Sales Engineering, Product, and other teams to improve seller effectiveness and shorten sales cycles.

• Lead Sell To, Sell Through, and Sell With strategies across the Federal Civilian market, building direct agency relationships while leveraging system integrators, contract partners, small businesses, and strategic technology partners to expand Zayo's market access and revenue.

• Establish account strategies aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities.

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

• Identify whitespace and new-logo opportunities across cabinet departments,

independent agencies, and other Federal Civilian entities.

• Guide sellers through the Federal opportunity lifecycle from qualification and

RFI/RFP response through proposal, negotiation, award, and implementation

handoff.

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

• Guide effective use of Federal contract vehicles, GWACs, IDIQs, BPAs, and agencyspecific pathways with the appropriate internal teams.

• 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.

• Analyze customer requirements, competition, and emerging technologies to

position Zayo for agency modernization, resilience, security, and connectivity

priorities.

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

• Develop accurate and timely forecasts of sales, pipeline, and churn opportunities.

Qualifications:

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

• Minimum of ten (10) years of experience selling telecommunications, network, cloud connectivity, cybersecurity, or related infrastructure solutions to the U.S. Federal Government, with significant Federal Civilian experience.

• Demonstrated leadership through coaching, mentoring, pursuit leadership, crossfunctional influence, or formal people management, with readiness to lead and develop a high-performing team.

• Demonstrated success achieving sales goals, growing strategic accounts,

developing qualified pipeline, and leading complex pursuits.

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

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

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

• 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 ethical leadership, integrity, and sound judgment, with a

commitment to compliant and transparent business practices in Federal

environments.

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

• Strong understanding of telecommunications and digital infrastructure solutions, including Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, and Colocation, and knowledge of Federal Civilian trends such as 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 approximately 30-50% of the time.

Estimated base salary range: $125,000 - $155,000 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.