Principal Senior Sales Manager – U.S. Federal Civilian

Zayo Group

. Lead a team generating sales revenue by promoting Zayo products and services across targeted Federal Civilian accounts .

Posted 10/7/2026full-timeRemote • District of Columbia • United StatesSenior💰 $125,000 - $155,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in leading sales strategies within the Federal Civilian market, focusing on telecommunications and digital infrastructure solutions. Proven ability to build relationships with agency stakeholders and navigate complex procurement processes while achieving sales goals and managing strategic accounts.

Highest-signal resume keywords

Federal Civilian Sales ExperienceTelecommunications Solutions ExpertiseStrategic Account ManagementFederal Acquisition KnowledgeLeadership and Coaching Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Pipeline DevelopmentOpportunity QualificationComplex Pursuit ManagementFederal Contract VehiclesTelecommunications InfrastructureCybersecurity SolutionsCloud ConnectivityData Center ModernizationProposal DevelopmentSales Forecasting

Soft Skills

Relationship BuildingExecutive CommunicationEthical LeadershipOrganization and PrioritizationAccountability

Tools & Technologies

Microsoft WordMicrosoft ExcelMicrosoft PowerPointSalesforce CRM

Industry Keywords

Federal GovernmentNetwork ResilienceZero TrustHybrid CloudFAR-based ProcurementGWACsIDIQsBPAsGSA MASNASA SEWP

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Lead a team generating sales revenue by 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
Build direct agency relationships and leverage system integrators, contract partners, small businesses, and strategic technology partners
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
Identify whitespace and new-logo opportunities across 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 pursuit timing and account priorities
Guide use of Federal contract vehicles, GWACs, IDIQs, BPAs, and agency-specific pathways
Coordinate with Business Development, Bid Management, Contracts/Legal, Security/Compliance, Sales Engineering, Product, Operations, Service Delivery, and Customer Success
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 reporting tools
Develop accurate and timely forecasts of sales, pipeline, and churn opportunities

Requirements

What you’ll need

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, cross-functional influence, or formal people management
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, FAR-based 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
Strong financial and business acumen
Ethical leadership, integrity, sound judgment, and commitment to compliant and transparent Federal business practices
Strong organization and prioritization skills, urgency, accountability, and ability to navigate ambiguity
Strong understanding of telecommunications and digital infrastructure solutions, including Ethernet, IP Transport, Dark Fiber, Wavelengths, Custom Access, Cloud Connectivity, and Colocation
Knowledge of Federal Civilian trends including hybrid cloud, Zero Trust, cybersecurity, data center modernization, and network resilience
Proficiency with Microsoft Word, Excel, and PowerPoint; Salesforce or comparable CRM platform preferred
Must be eligible to satisfy and maintain applicable U.S. Government suitability, security, credentialing, access, and contractual requirements
Ability to travel approximately 30-50% of the time
Not eligible for employment-based visa sponsorship; Zayo will not provide, transfer, or assume sponsorship for employment visa or work authorization

Benefits

Comp & perks

Excellent Health, Dental & Vision Insurance
Retirement 401(k) Savings Plan
Generous paid time off policy including paid parental leave
Health insurance
Life insurance
Disability retirement plans
Paid time off
Sales incentive plan eligibility
Reasonable accommodation as part of the employment selection process