Account Director- Data Centre Operators

Zayo Group Holdings, Inc.; Greater London; Hybrid; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Hybrid working

Comprehensive benefits

Pension up to 8%

Discounts

Paid time off

EAP programs

Job summary

Zayo Group Holdings, Inc. is recruiting an Account Director to drive revenue growth within the data centre operators and MSPs in London.

You will lead direct sales, manage channel partnerships, and collaborate across teams to win new builds and expand existing relationships. The role requires a proven sales track record in network infrastructure, strong negotiation and presentation skills, and experience with CRM tools and sales analytics.

Qualifications

• Proven track record in sales, account management, or business development.
• Strong understanding of data centre ecosystem and trends.
• Excellent communication, negotiation, and presentation skills.
• Proficient in CRM tools and sales analytics.

Responsibilities

• Sell-To: identify and target data centre operators and new builds, develop account plans.
• Sell-Through: manage resale relationships and partner enablement.
• Sell-With: coordinate with tech providers and End-User clients.
• Account management: build trust-based relationships and conduct business reviews.
• Reporting: maintain records, forecasts, KPIs, and improve processes.

Skills

Sales experience

Account management

Relationship building

Negotiation

Presentation skills

CRM proficiency

Strategic thinking

Tools

CRM software

Sales analytics tools

Job description

## Account Director- Data Centre OperatorsApply: London: Full time: Posted 4 Days Ago: R0017292**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 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****1. 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.**2. 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.**3. 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.**4. 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.**5. 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* 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