Account Director Hyperscale

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.

Responsibilities

• Account Management: Build and maintain strong relationships across your assigned hyperscale contacts, acting as their primary point of contact and trusted advisor.
• Sales Growth: Drive opportunity discovery and new business growth across the shared patch while protecting the embedded base.
• 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.
• 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.
• Account Strategy Planning: Own account strategy planning and the collation of customer insight for two of the five accounts in the patch.
• Pipeline Management: Develop and maintain a robust pipeline across the patch, forecasting accurately and tracking progress using CRM tools.
• Negotiation and Contract Management: Lead contract negotiations, securing favourable terms and conditions.
• Executive Presentation: Lead high-value presentations to internal and external C-level audiences.
• Industry Insight: Stay informed on industry trends, emerging technologies and the competitive landscape.
• Collaboration: Work in a genuine partnership model with your co-Account Director and the wider team.
• Reporting and Analysis: Generate regular reporting on sales activity, performance against the joint target and account status.

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 relevant verticals.
• Complex Deal Management: Has managed complex opportunities over lengthy sales cycles.
• Executive Presence: Has led high-value presentations to internal and external C-level audiences.
• Relationship Building: Can demonstrate success establishing and developing strategic customer relationships.
• Collaborative Working: Has operated in a collaborative, team-focused, partnership working model.
• Technical Aptitude: Strong foundational understanding of the digital infrastructure landscape.
• Commercial and Technical Fluency: Demonstrated ability to learn and adapt on the move.
• Communication: Confident and thoughtful communicator with solid presentation skills.
• Problem Solving: Demonstrates problem-solving and critical-thinking ability.
• Ownership: Demonstrates high agency, accountability and ownership.
• Education: Bachelor’s degree in Business Administration, Engineering or a related field.
• Technology Proficiency: Proficient in CRM software, 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.