Customer Account Manager

Zayo Group

. Develop and maintain operational, commercial, and executive relationships with Public Sector-Federal customers and account teams .

Posted 10/26/2026full-timeRemote • United StatesMid-LevelSenior💰 $75,390 - $107,700 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing complex Federal accounts and customer retention strategies, with a strong focus on revenue protection, churn management, and contract negotiation. Proven ability to navigate Federal procurement processes and develop multi-year account strategies aligned with agency missions.

Highest-signal resume keywords

Customer RetentionStrategic Account ManagementFederal Procurement ProcessesComplex NegotiationsRevenue Preservation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

RFP/RFQ DevelopmentContract ExecutionRevenue ManagementChurn ManagementProject ManagementAnalytical SkillsNegotiation SkillsSales Strategy DevelopmentAccount PlanningTelecommunications Experience

Soft Skills

Executive-Level CommunicationPresentation SkillsProblem-Solving SkillsOrganizational SkillsCross-Functional Collaboration

Industry Keywords

Public SectorFederal GovernmentCooperative Purchasing ProgramsGWACsIDIQsBPAsGSA MASNASA SEWPContract VehiclesFunding Programs

Tech Stack

Tools & technologies

ETL

About the role

Key responsibilities & impact

Develop and maintain operational, commercial, and executive relationships with Public Sector-Federal customers and account teams
Develop multi-year account, renewal, and network plans
Own revenue protection, churn management, renewal execution, and expansion strategy
Lead complex renewals, RFP/RFQ responses, and executive business reviews
Develop and execute customer strategies aligned to agency missions, technology roadmaps, budgets, acquisition plans, and Zayo capabilities
Identify and advance growth opportunities with Sales
Navigate Federal contract vehicles, cooperative purchasing programs, Federal consortiums, and other procurement mechanisms
Manage churn forecasts and mitigation plans while balancing customer outcomes, pricing discipline, contract terms, margin, capital recovery, and account value
Develop and negotiate save, replacement, portability, migration, network-redesign, relocation, decommission, and contract-restructuring strategies
Provide senior commercial judgment on credits, ETL, portability, contract exceptions, rate increases, renewal pricing, and revenue treatment
Coordinate customer requirements across Sales, Sales Engineering, Finance, Billing, Legal, Deal Management, Service Assurance, Service Delivery, Product, and Operations
Serve as a customer advisor on Zayo services and Public Sector/Federal requirements, procurement processes, and funding programs
Monitor funding, procurement, and market conditions and translate changes into account strategies
Lead customer business reviews and executive engagements
Mentor less-experienced CAMs and contribute to renewal playbooks, training, negotiation practices, and operating standards

Requirements

What you’ll need

Typically 6+ years of experience in Customer Retention, Strategic Account Management, Client Services, Sales, or a comparable customer-facing role; senior assignments typically require 8+ years
Demonstrated success managing large, complex Federal accounts, including Public-Sector and Federal government, or similarly procurement-intensive organizations
Demonstrated experience managing complex, strategic, or high-revenue customer relationships with multiple stakeholders and extended buying cycles
Experience managing complex Federal opportunities from qualification and RFI/RFP response through proposal, negotiation, award, and implementation handoff
Experience leveraging Federal contract vehicles and acquisition pathways, including GWACs, IDIQs, BPAs, GSA MAS, NASA SEWP, and task orders
Strong understanding of Federal procurement processes, including RFP/RFQ development, formal bid processes, state contract vehicles, cooperative purchasing programs, and education consortiums
Familiarity with Federal government purchasing environments and complex procurement, contracting, budgeting, and approval processes
Advanced experience in renewals, retention, commercial negotiations, RFP/RFQ response, contract execution, and revenue preservation
Strong understanding of churn, gross and net revenue retention, renewal performance, discount performance, and recurring-revenue management
Significant telecommunications / digital infrastructure experience preferred
Executive-level communication, presentation, negotiation, and facilitation skills
Strong analytical, organizational, project-management, and problem-solving skills
Ability to manage complex timelines and multiple competing priorities
Ability to work effectively across cross-functional teams
Bachelor's degree or equivalent experience in Business, Sales, Public Administration, Federal, or a related field preferred
Willingness and ability to travel based on customer and business needs

Benefits

Comp & perks

Health insurance
Life insurance
Disability retirement plans
Paid time off
Paid parental leave
Excellent dental insurance
Excellent vision insurance
Retirement 401(k) Savings Plan