Account Director

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.

Role Overview
As an Account Director at Zayo, your primary responsibility is to drive revenue growth and establish strong, enduring relationships within the data centre operators and managed service providers territory. You will leverage a multifaceted go-to-market approach involving direct sales (sell-to), channel partnerships (sell-through), and collaborative engagements (sell-with) to maximize market penetration and customer satisfaction.

Key Responsibilities

• Sales Strategy & Execution -

Sell-To: - Identify and target high-potential data centre operators and new data centre builds.

• Develop and execute strategic account plans tailored to each customer.
• Work to identify strategic new data centre build projects and to position Zayo to connect as the 1st mover.
• Build business cases and return-on-investment profiles to win capital investment for your projects
• Present and demonstrate network infrastructure solutions, highlighting unique value propositions to connect campus sites and global backbones.
• Negotiate contracts and close deals to meet or exceed sales targets.

Sell-Through: - Cultivate and manage resale relationships to drive additional services through the operator.

• Collaborate with partners to identify mutual growth opportunities.
• Enable partners through training, support, and joint marketing efforts.
• Track and measure partner performance, ensuring alignment with business objectives.

Sell-With: - Identify and engage with complementary technology providers and their End-User clients

• Develop joint value propositions and go-to-market strategies.
• Coordinate joint sales efforts and manage co-selling activities.
• Foster collaborative relationships to drive joint customer success.
• Customer Relationship Management
• Build and maintain strong, trust-based relationships with key stakeholders at data centre operators.
• Act as the primary point of contact, ensuring exceptional customer experience and satisfaction. - Conduct regular business reviews and strategic planning sessions with customers.
• Own the revenue stream to ensure that churn is minimised.
• Address and resolve customer issues, concerns, and feedback promptly.
• Market & Competitive Analysis -
• Stay informed about industry trends, market dynamics, and competitor activities.
• Identify and capitalize on emerging opportunities and market shifts.
• Provide insights and feedback to internal teams to enhance product offerings and competitive positioning.
• Cross-Functional Collaboration
• Work closely with marketing, product management, enterprise, hyperscale and wholesale territories and engineering teams to ensure alignment of sales strategies and product development.
• Participate in cross-functional initiatives and projects to drive business growth and innovation. Share customer insights and feedback to influence product roadmaps and marketing strategies.
• Reporting & Performance Management
• Maintain accurate and up-to-date records of sales activities, customer interactions, and pipeline status.
• Prepare and present regular sales reports, forecasts, and performance analyses to senior management.
• Monitor and track key performance indicators (KPIs) to ensure alignment with business goals.
• Continuously evaluate and improve sales processes and methodologies.

Key Skills & Qualifications -

• Proven track record in sales, account management, or business development, preferably in the network infrastructure or data centre industry.
• Strong understanding of the data centre ecosystem, including technologies, trends, and key players.
• Excellent communication, negotiation, and presentation skills.
• Ability to build and maintain strong relationships with customers, partners, and internal teams. Strategic thinker with a results-oriented mindset and a focus on customer success.
• Proficiency in CRM tools and sales analytics.

Goals & Metrics

• Achieve or exceed quarterly and annual sales targets.
• Increase market share within the data centre operator segment through extending our operational reach.
• Drive returns on invested capital through becoming the go-to connectivity partner for data centre tenants through partnership agreements
• Expand and deepen customer relationships and satisfaction. - Drive growth through effective sell-to, sell-through, and sell-with strategies. - Contribute to overall company growth and success.

Rewards

• Competitive compensation including sales incentive plan
• Excellent benefits including pension plus short and long term disability insurance.
• 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 programmes 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, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws.

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.